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Sales Leadership Ireland Networking Event – Zero to Hero

by Niall Devitt on November 17th, 2009
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December 2, 2009
6:00 pmto8:00 pm

The next Sales Leadership Ireland networking event.

New Picture (1)Title : Zero To Hero

Venue: Hampton hotel, 4 Morehampton Rd Dublin 4.

Cost: 15 Euro on the day

Details: This SLI session will share with you some of the key strategies to help you get back on top in challenging times. Vincent Reynolds of Rapport Consulting will share the keys to working with C level executives and encouraging them to engage and buy high level solutions while Seán Weafer of Seán Weafer Consulting will reveal some of the secrets for ‘making the numbers’ and the challenging questions that every sales leader should be asking themselves to keep themselves ahead of the competition.

Speakers:

Seán Weafer is a top-level sales leadership consultant, who helps build alpha sales organisations by helping management ‘build trust and get things done’. His clients develop practical, profitable and effective sales management solutions to their business challenges and how to continue to grow the bottom line even in tough times. His next book is ‘Rebel in a Business Suit – The Business 1%ers’ (due 2009) – outlines the emergence of a new breed of business professional who makes change rather than watches it change around them.

Rapport Consulting is led by Vincent Reynolds FCCA, an experienced senior manager with a background in consulting, corporate training and development, change management, finance and human resources. Vincent started his career in general accounting practice before moving to a series of management and senior management roles with multinational companies. He is a Chartered Certified Accountant, a former chairman of the Irish Association of Corporate Treasurers and a member of the Irish Institute of Training and Development. Vincent is also an accredited facilitator under the Irish Government’s Skillnets programme.

There are only 30 places available, If you are invloved in sales, you will not want to miss it – reserve your seat here.



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The Author:

Niall Devitt is a doer, not a talker when it comes to social media. Niall advises organisations how to plan, design and implement social media strategies that generate real business returns.  Niall is Chief Digital Strategist & Founder at the Ahain Group, an independent, ideas-led social business consultancy with experience of working with all types of clients and sectors– from large blue-chip multinationals to the 1 SMEs. Download our industry specific and researched social business reports. In 2009, Niall co-founded TweakYourBiz.com (formally Bloggertone.com) an international, business community and online publication. http://www.ahaingroup.com/

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  • http://www.btbtraining.com/blog Niall Devitt

    SLI Session Report: Zero to Hero @ The Hampton on December 2nd

    “Zero to Hero” was out third SLI get together.

    During the session, Vincent Reynolds & Sean Weafer took us through some of the key strategies to help you get back on top in challenging times.

    Develop a C-Level MIND-SET

    Vincent Reynolds presented on how to influence and sell to C-Level executives. The core of his message was that it is tough out there in today’s market for business-to-business sellers of products and solutions. However, sales people who make the effort to understand what’s on the mind of C-Level executives can develop a competitive advantage. This will involve taking time to prepare properly and to understand the overall business drivers impacting on the customer. What has the CEO said publicly about the strategic direction for the company? What business pressures does he/she face right now? How can the seller help with these issues?

    Similarly with the CFO, what is on the agenda in terms of either defending the company’s financial position or perhaps taking advantage of turmoil in the market to move the company forward? What financial criteria will the company use for buying critical services and products? By analyzing these perspectives, the sales person is better prepared to influence senior executives and those who report to them. It is a more holistic, business-based approach to selling. That way, the sales meeting can become more of a business conversation rather than a traditional ‘shut up and listen while I tell you about our features and benefits’ approach to selling. By developing their business acumen, sales men and women can transform themselves into business men and women, an altogether more influential perspective. The difference in trust and credibility created as a consequence should result in deeper business relationships and increased sales.

    Vincent, through his company Rapport Consulting, runs training programmes and provides mentoring to help sales teams develop financial and business acumen.He can be contacted on 065-6868526 and by e-mail on vincent@rapportconsulting.ie. His website is http://www.rapportconsulting.ie and his LinkedIn address is http://ie.linkedin.com/pub/vincent-reynolds/5/3a5/b12

    Great Questioning + Points of Compelling Relevance = HIGH TRUST

    Next Up, Sean Weafer explained how great questioning technique can create powerful rapport and trust within the buyer-seller relationship creating an environment where a client will freely and happily share their challenges, wants and needs with the professional with a view to a satisfactory resolution of their problem.

    “The root word of ‘Selling’ means ‘to be of service’. To be of service in today’s world we must first build high levels of trust with our prospects and clients” ‘High trust” is about creating points of compelling relevance for the buyer, therefore connecting, involving and engaging with them in such a way that they are compelled by the fact that they clearly understand that their interests are being served best by what we have to offer them.

    What so people buy? Sean said that there are only 4 ways to make a sale: 1. solve a problem 2. save time 3. save money 4. make the client ‘feel good’ (the EQ or emotional quotient of the sale).

    There is no substitute for a relationship with a client where you are seen as a trusted advisor. There is only one thing that counts in selling – the ability to create trust between you and the client. To “how to” is in your ability to ask great questions

    Contact Sean on +353 12101934, his website is http://www.seanweafer.com and his LinkedIn address is http://ie.linkedin.com/in/seanweafer

    Again, I would like to thank Vincent and Sean for their time and expertise; it was a really wonderful opportunity to learn how to succeed in the current environment. Thanks to those that attended and contributed to such a stimulating and insightful dialogue.

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