Category Archives for "Andy Preston News"

Mar 15

Andy Preston In Malaysia And Singapore – End Of April 2018

By Andy Preston | Andy Preston News

Andy is speaking in Malaysia (Kuala Lumpur) and Singapore at the end April 2018, after his South Africa trip!

He will be speaking on ‘Stand Out Selling – The Future For Salespeople’ as n’umerous events, as well as ‘How To Have Your Best Sales Year Ever!

If you’re interested in Andy working with your company whilst he is in Malaysia or Singapore, contact us using this link

We look forward to working with you to increase your sales, and those of your team!

Jan 02

Andy Preston Speaking On ‘Have Your Best Sales Year Ever’ In Lithuania!

By Andy Preston | Andy Preston News

Andy is speaking in Vilnius in Lithuania, on Tuesday 23rd January.

He will be speaking on ‘How To Stand Out And Sell At Higher Prices, and Have Your Best Sales Ever’.

You can get more information and book your tickets at this link – https://goo.gl/tpw7oz

The video below is a YouTube video. If you are one of our clients that has YouTube blocked, or Contact us here if you have any problems accessing these.

Oct 10

ISM’s Sales Summit in London – Discounted Tickets Available

By Andy Preston | Andy Preston News

Andy has been involved with the Institute of Sales Management (ISM) for more than 15 years now, as a Fellow, attendee and Speaker at the main conference and various events.

He was also a main judge at the BESMA awards this year – and is very much looking forward to the awards dinner in London on 9th November in the evening – where some of the fantastic salespeople and sales directors that Andy was judging, will find out if they won or not!

In the day on the 9th November in London, the ISM are running a Sales Summit.

We’ve managed to secure our clients some discounted tickets at the Sales Summit due to Andy’s long-standing relationship with the ISMM. (Andy isn’t speaking as he’s flying back to the UK from an event in Saudi Arabia that morning, but hopes to be along later, and will definitely be at the BESMA awards in the evening).

So if you and/or your Sales team want to attend the sales summit in the daytime on Thursday 9th November, you can use the link here, and then use the code ISMAPrest30 to get your tickets for JUST £30, instead of the usual £200+!

If you want more information, or to book your tickets, you can see the event on the website here.

Andy may even see you there, or certainly later in the evening at the BESMA awards!

Sep 07

Andy Speaking At Ambition Broxbourne 2017 in Hertfordshire

By Andy Preston | Andy Preston News

Andy has just been booked to speak at the Ambition Broxbourne event in Broxbourne, Hertfordshire!

He’ll be speaking on his signature topic – ‘Stand Out Selling – The Future For Salespeople’ at the event, on Wednesday 15th November 2017.

It’s one of the rare chances you’ll get this year to hear Andy speak live at a public event – especially in the UK! (Most of Andy’s work is private events and consulting ‘in-house’ for companies all over the globe).

If you and/or your team are interested in coming along to the event (which we would highly recommend), you can see more details on the Ambition Website here.

You can also book your tickets direct on the Eventbrite page here.

We hope to see you there!

Feb 03

‘The New Rules of Recruitment Selling’ – In Warsaw, Poland!

By Andy Preston | Andy Preston News

Warsaw Welcome
I was over in Warsaw, Poland once again this weekend seeing a couple of my Recruitment clients and catching up with friends. I’ve been to Warsaw more than 20 times now, and enjoy it each time.

It was definitely a little colder than being in Dublin and London earlier in the week, but warmer than it had been a week or so earlier, when it got down to -20!

It’s always interesting to see how the market is performing in Warsaw.  I find it’s a ‘busy’ city, where there is plenty of focus on business activity, and some good energy about the city in general.

The recruitment clients I met with on this trip, I first was introduced to (and re-introduced to) in Warsaw when I was speaking at the Association of Employment Agencies (SAZ) conference a couple of years ago.

I was the keynote speaker on my SAZ Polandspecialist recruitment keynote ‘The New Rules of Recruitment Selling’ (the standard version is ‘Nowe Zasady Sprzedazy’) back in 2015, where I talk about how Recruiters need to adapt to close more business in the future.

From that speech, I had a number of companies approach me and ask if I could speak at their company conference, or train their teams in ‘The New Rules of Recruitment Selling‘.

I realised then that the problem that Polish Recruiters were having, weren’t that different to my other recruitment clients in other countries around the globe.

So What Is – My ‘New Rules of Recruitment Selling’ Work?

I do a large amount of work in Recruitment, and have specific versions of my ‘Stand Out Selling’ System and other programmes.

To find out more about my Sales Training For Recruiters – go here

So, Back To The Recruitment Company Conversations!…..

So what did I talk to these Warsaw Recruitment Companies about?

1. You can’t STAND OUT from your competition, when you make your business development calls EXACTLY the same way as they do!

This is typical in Recruitment (as well as many other industries), where most of the ‘salespeople’ (in this case, consultants) get their training from similar sources (managers, leaders, standard recruitment industry trainers etc), that all the business development calls made by everyone sound the same!

This is obviously a major problem, if you’re trying to persuade the prospect that you are different! You can say ‘we are different!’ all you like, but if your BEHAVIOUR isn’t different, it’s highly likely the prospect won’t believe you – not a great start to a prospective business relationship!

stand-out-thumbnail 2. In a commoditised market, the ‘difference’ is the individual salesperson. That’s one of my favourite sayings, and it’s even true in recruitment, where traditionally the focus has been on the candidate(/s) submitted.

If you can get the prospect to choose to work with you. To select you over other firms and other recruiters EVEN when you don’t have the best candidate? That’s a sign of a good salesperson.

3. Prioritising phone calls. There is a definite ‘trend’ right now of salespeople ‘defaulting’ to contact via email rather than using the phone.

red-phone1_small

That causes it’s own problems, as naturally it affects the ‘persuasiveness’ of the salesperson and their ability to turn the situation to their advantage. Their influence on the situation is also negatively affected.

So I’m looking forward to going back to Warsaw in a couple of months and helping these companies with those (and some other) sales challenges!

So Was It All Work, Andy?

Of course not! I had time to walk around the park in the snow, and see the Palace of Culture and Science (Pałac Kultury i Nauki) as well as spend a bit of time in the old town. I’ve done plenty of trips to Warsaw now, and I look forward to coming back again in a couple of months time!

Here are a few pictures – enjoy!

Warsaw Park 3

 

Warsaw Park

 

Warsaw palace

 

Jan 29

Eventex In Dublin – How To Sell More Sponsorship, Advertising & Exhibition Stands

By Andy Preston | Andy Preston News

So after the warmth of South Africa, the next stop was Dublin, after an overnight stop at Heathrow to pick up the video crew who would be with me for the rest of the week.

Dublin was pretty warm considering, a balmy 11 degrees that was pretty much T-shirt weather compared to London! And it was a short taxi ride from Dublin Airport, to the Croke Park Hotel, across the road from Croke Park itself, where the event was being held for the next couple of days.

It was the first event with a new concept, an 80/20 event, where most of the time, there would be a number of workshops running concurrently, with just an ‘opening’ and ‘closing’ piece each day with everyone together.

My workshop was 5 hours of ‘How To Sell More Sponsorship, Advertising and Exhibition Stands’. This is something I’ve delivered a number of times, for Event Organisers and their membership body in South Africa. Plus my experience helping leading sports clubs sell more sponsorship, advertising and hospitality deals.

Croke Park PP Full

Here Are 3 Quick Sales Tips From My Workshop

Now, these tips will work whatever you are selling, not just for sponsorship, advertising and exhibition stands, so you can apply them to any country, any industry, and any situation – with a little ‘tweaking’ if necessary.

Andy’s Tip No 1 – Create Urgency

There HAS to be urgency present in every single buying situation. If urgency isn’t there on the side of the buyer, the salesperson HAS to create it. Without it, there is no impetus or momentum in the process, and that often results in the buyer ‘thinking about it’ – which usually means no sale!

Andy’s Tip No 2 – Understand Their Reasons For Interest

For anyone to be interested in buying space at your exhibition, sponsoring your event (or part of it) or buying advertising in your magazine, show guide or digital package, there has to be a reason behind their interest.

It might be something personal to them (self interest), it might be something that their business can take advantage of (a PR opportunity, or associating themselves with your venue or show for example), or it could be they are desperate for sales leads!

Either way, if you find out what their specific interest is FIRST (instead of just ‘pitching’ your product or service at them without asking questions), you’ve got a far better chance of securing the business afterwards – often at higher rates!

Andy’s Tip No 3 – Control The Process

One of my favourite sayings is ‘The Salesperson Should ALWAYS Be In Control Of The Sales Process’. Yet often they are not. Often they let the buyer take control of the situation, dictate what will happen next, and then find themselves chasing with endless follow ups that never seem to go anywhere!

The Stand-Out-Salesperson makes sure they are controlling and leading the sales process, and therefore they get the outcome that they want more often, and secure the sale. That’s what we all want to be aiming for!

Good luck with your future sales!


Are you interested in me speaking at your event, kickoff, roadshow or Sales Conference?

Or alternatively working with you or your team to overcome some of their problems with sales pipeline, managing their sales opportunities, cold calling and prospecting, or converting incoming leads?

Then please contact me here, or call +44 161 401 0142 to see how I can help you!


Jan 18

UNLOCK 2017 In South Africa!

By Andy Preston | Andy Preston News

It was great to start 2017 in South Africa (and certainly warmer than the UK at the beginning of January!) and after a few days in Cape Town, it was back to work in Durban and Johannesburg before a few days back in Cape Town to finish.

It was my pleasure to participate in the UNLOCK 2017 speaker showcase at Montecasino in Johannesburg, where 35 of the top speakers from Africa and the UK were speaking in front of a corporate audience, demonstrating their skills and specialist areas, and how they may be able to help those companies in 2017!

Being Introduced By Top African MC Cyrus Rogers

Cyrus Intro UNLOCK

Cyrus is a really great emcee if you’re looking for one for your event! Definitely the top emcee in Africa in my opinion. I’m always very impressed watching him work.

My New Keynote Speech – Stand Out Selling – The New Rules For Salespeople

Andy - USB 17 Unlock Showcase

It was great to debut my new keynote speech for 2017 ‘Stand Out Selling – The New Rules For Salespeople’ at this event. Some great feedback from the attendees as well, and looking forward to delivering it for some South African clients in 2017, as well as other places in the world of course!

 

And Then…. A Few Days In Cape Town

Cape Town

 
Finished off with a Sales Training session with one of my Global clients on improving the sales of a new digital product for them, and a couple of days off in Cape Town – my favourite city in the world!  Next stop, Dublin (via London!)


Are you interested in me speaking at your event, kickoff, roadshow or Sales Conference?

Or alternatively working with you or your team to overcome some of their problems with sales pipeline, managing their sales opportunities, cold calling and prospecting, or converting incoming leads?

Then please contact me here, or call +44 161 401 0142 to see how I can help you!


Jan 04

5 Essential ‘New Year’ Sales Resolutions For Your Sales Team For 2017

By Andy Preston | Andy Preston News

In this article, leading Sales Expert Andy Preston explains what the successful sales leaders and salespeople are implementing right now to make sure they have a great 2017….

The New Year is a great opportunity to set some new sales goals, and some ‘Sales Resolutions’
Here are my suggestions for the Top Five New Years’ Resolutions for your sales team……

Sales Resolution Number 1 – Increase Your Prospecting Activity

If your ‘goal’ or ‘outcome’ for 2017 is to increase your sales, or that of your team, one of the things to look at is to increase your prospecting activities.
Most salespeople tend not to have enough prospects, and therefore rely on most of their sales opportunities coming off, in order to hit their targets. In most cases, that’s a recipe for failure.

red-phone1_smallTake a look at whatever prospecting activities you’ve been doing (that have been working for you, of course) and look at how you can increase them. You might also want to increase the ‘range’ of activities as well.

Whether your prospecting activities include networking, cold calling, referrals, cold canvassing or anything else, simply upping the activity will generate better results. Once you’ve done this, it’s now time for the second step…..

Sales Resolution Number 2 – Stop Being Bullied By Prospects

This is starting to happen more and more, as buyers take control of the sales process. By ‘bullying’ I meant things like…….

• Playing you off against competitors
• Using you as ‘price fodder’ in the process (with no intention of buying from you and wasting your time)
• ‘Commoditising’ the sales process
• Ignoring your suggestions and advice and insisting on ‘their’ spec
• Forcing you to lower your prices and eroding your margin/profit

APFar too many buyers now are taking control of the process and forcing salespeople to dance to THEIR tune – usually resulting in the salesperson having control over the process, no influence on the process, and no sale at the end of the process!

Make sure you don’t fall into this trap!

Sales Resolution Number 3 – Filter Your Sales Opportunities Better

You can only do this step when you have a lot of Sales opportunities (hence my recommendation in No 1 above), so if you haven’t got enough opportunities yet, go back to that step until you have!

magnifying glassOnce you have enough opportunities, the next step is to ‘filter’ them. What I mean by that is to look at which opportunities are better for you. So how on earth do you judge which are better than others?

If you’ve already ‘profiled’ your opportunities, then you’ll already know what I mean. If you haven’t, here are some quick tips. From experience either you or your manager will have an idea which of your opportunities are most likely to convert, which will do so faster than others, and which will be worth the most money.

This might be based on their industry, the level of decision maker you’re talking to, their buying motivation (you have found that out, haven’t you?) size of project, approval process and impending deadlines etc.

Based on the results of your ‘filtering’, you can now work out which opportunities you need to focus on, and which ones require you to qualify them a little harder. Please note, if the thought of doing this makes you hesitant or concerned that you might ‘lose’ an opportunity or two, then you probably haven’t got enough opportunities in the first place – go back to the first resolution above!

Sales Resolution Number 4 – Improve Your Pipeline Control

Pretty much EVERY sales leader I speak to, wishes their salespeople were better at controlling their sales pipeline!

Saleswoman Juggling Upcoming Activities & TasksMost salespeople have deals in their pipeline that actually have no hope of coming off, yet they often don’t realise it! Also, when I ask salespeople to talk me though their pipeline, it quickly becomes apparent that they’re not ‘on top’ of it, they don’t know where they stand in relation to others in their deals, and often don’t have a concrete plan for bringing that piece of business in, rather than losing it to a competitor.

That needs addressing, right now! Every salesperson should be on top of their sales pipeline. They should know where they stand in relation to their competitors in every deal. They should know the buying motivation of the client, who they need to influence, and what timescales are at work as a minimum. They should also know what actions they need to take (and by when) in order to win the business, rather than lose it to a competitor.

If you’re not on top of your pipeline, it might be time to look at your qualification of prospects, or your ability to get the ‘deeper needs’ from the client earlier in the sales process. Or it could be down to your failure to ‘stand out’ from the competition right at the start of the process. Find out which one it is and do something about it, now!

Sales Resolution Number 5 – Work On Your Sales Skills

Right now we’re in a competitive market. With competitors’ after our clients more than ever before. With prospects comparing us to others more than ever before. With meetings with Senior Decision Makers being harder to get than ever before.
Act Now - Red Button

So it often comes down to your salesperson versus your competitors’ salesperson. Their sales skills, versus their competitors’ sales skills. Who is going to win in that scenario? Who would you put your money on?

Now is the time to work on your own sales skills, and those of your team. To look at areas in which you could perform better. And to regularly invest time (and money where appropriate) in getting your team to where they need to be, in order to make sure YOU are winning the business, rather than your competitors!

Follow the tips above and watch your sales soar! I look forward to hearing how you get on…….

This article is copyright Andy Preston 2004-2017. To copy or syndicate this or any part of this article contact Andy Preston for guidelines.

Feb 05

Thank You South Africa!

By Andy Preston | Andy Preston News

Another great trip to South Africa in September, was Andy’s 10th trip over there!

Andy will next be in South Africa at the end of October and also December, so if you’re interested in meeting Andy, or booking him to help your team increase sales, get in touch with us now on
+44 161 401 0142 to see if Andy can help you as well, while he’s in South Africa!

Having done a number of speaking tours, here are some of the highlights of Andy’s trips!

After landing in Johannesburg in the morning, Andy spoke to a group of Marketing Professionals, on the changing face of business, and how Marketing can work with Sales on increase the number and quality of the leads they’re giving to the sales team, and help them close them faster.

In the evening at the same venue (we like to work him hard!) Andy spoke to 250+ Sales Professionals on how to increase their number of appointments, stand out from the competition, and increase their sales figures!

Sales Events In A Cinema In Johannesburg!

Andy spoke at another Sales event in Johannesburg, to an audience of over 600+ Salespeople, talking about how we need to change the way we sell, and how to improve our new business generation and cold calling activities! Fantastic feedback from the audience, then a quick dash to the airport to travel to the next city!

The next event Andy spoke at was in Durban….

A Barnyard Theatre In Durban!

In Durban for the first time, Andy’s speech was in a Barnyard Theatre, with a full band setup behind the curtain! Tempted as he was to pick up the guitar and play, a fantastic reception from the packed audience convinced him that his Sales speech would go down better!

A great speech with a fantastic audience – from Car Rental and Automotive Companies, Insurance Salespeople, Recruitment, IT and Telecoms Professionals, and many more came to attend Andy’s speech. A great experience in a very unusual venue!

Now it was time to go to King Shaka airport for the trip to Cape Town the following day…..

End Of Tour In Cape Town!


Another packed crowd in Cape Town, where we were standing room only for Andy’s main speech! Delegates from all over the Cape had come to hear Andy’s expertise on Cold Calling and Selling Against The Competition!

As well as the event, as a rugby fan Andy found time to watch his first Super 15 Rugby game at Newlands, between the Cape Town Stormers and the Southern Kings.

Andy found out during the game just why they’re called the ‘Stormers’ as a massive storm came in whilst the game continued!

More Work…. And Some Time Out!

While Andy was in Cape Town, we worked with a Recruitment Company and a Telecoms company – and had a number of meetings that resulted in more bookings for his next trip!

Andy also got into the South African ‘spirit’ and wore a South African rugby top and cap for one of the games!

He still remembers his first visit to Twickenham was a record win for South Africa over England – and his South African friends don’t let him forget it!

Hence the reason he was made to wear the Springbok jersey and cap!

As well as going to see some local wine estates, Andy found time to go and see a crocodile farm while he was in the Cape Town area.

He tells us he had a great time, but I’m not sure the rest of us want to get as close to the crocodiles as he did!!

The picture on the right was taken by Andy… far too close for my liking!

So What’s Next For Andy In South Africa?

Andy will next be in South Africa at the end of October and also December, so if you’re interested in meeting Andy, or booking him to help your team increase sales, get in touch with us now on
+44 161 401 0142 to see if Andy can help you as well, while he’s in South Africa!

About The Author:

Andy Preston is one of the World’s Top Recommended Sales Experts, Sales Trainer and Sales Conference Speaker

Andy Preston

Andy Preston has worked with more than 60,000 people in 16 countries over the last 10 years, helping them to increase their sales!  

He is recognised as the #1 Authority on the evolution of Cold Calling and New Business Selling, as well as being one of the World’s Top Recommended Sales Experts, and the creator of the Stand Out Selling system.

Stand Out Selling is Andy’s signature sales methodology – helping you to sell better against your competition, win more business, and do so – even when you’re a higher price!
 
This article is copyright Andy Preston 2010. To copy or syndicate this or any part of this article contact Andy Preston for guidelines.