Sales Rev November 2011 Welcome to the November issue of Sales Rev! Keep up to date at: www.sellingstrategies.com.au www.facebook.com/sellingstrategies www.twitter.com/robhartnett

Putting You & the Client First

The focus of our business is at the heart of every successful business, sales. Without them you can't exist (or not for very long). Without sales you cannot innovate, create and build the business you want. Sales are the engine of the business. However you don't need to sell your soul to engage in selling. In fact if you do, you and your client will lose out.

Professional selling is about putting you and the client first. That is you being protective of your time and your brand and this means attracting and working with clients that suit you and your business. It also means putting these clients first by listening to them with the genuine intention of enhancing their business and their lives rather than wanting to just sell them something.

Don't Waste a Time of Uncertainty

Our business is experiencing tremendous growth during these uncertain times as businesses both large and small have decided not to waste a crisis and are ramping up their business development skills. We have been involved in two very large projects. The first, to enhance the business development and customer centric skills of one of Australia's largest banks, and the other to enhance the business development skills of one of the world's top professional services firms. The interesting point about these engagements has been that the work we are doing is not limited to the sales teams. It is across the business as the management seek to develop an authentic customer focused organisation. This comes from the realisation that everyone who comes into contact with a customer can affect the brand. See me explain this more in the 'Sales and Branding' video.

A Focus on Asia

Recent business trips to Malaysia, Singapore and work in Hong Kong have resonated with me about the importance of having a business strategy for this important and close region. Asia Pacific is experiencing growth in most parts and the investment in infrastructure, property development and tourism is exciting to say the least. Australia, by comparison, seems to be fast becoming a quarry surrounded by beach front property.

What is your strategy for Asia Pacific?

Steve Jobs - A Personal View

I had the privilege of working with Apple Computer for over six years. Four years as a Business Development Manager at BCA IT where we were Apple's Corporate Dealer of the Year four years in succession and two years as Southern Region Channel Manager for Apple itself. Some describe Apple as a great toy shop, it certainly was different. Apple then, and I believe today, is an amazing business. For example, while it brimmed with innovation and ideas it was also very serious about process. It was through Apple that I was first introduced to Miller Heiman back in 1990.

Not only did Apple create great products and continues to do so today, it also created raving fans and evangelists. In the early 90's my work at Apple was in business development, not an easy task in an IBM Wintel world. However my clients back then who bought into the Apple vision are the leaders of today in their respective industries, clients such as KPMG, Rio Tinto, BHP, McKinsey and BCG, to name a few.

I also recall attending some of the Apple conferences. At one in Hawaii I remember the band coming on stage at a resort singing California Girls, not surprising really as Apple had hired the Beach Boys for the night!

Steve was also great example of mastery. His business was formed in the garage with Steve Wozniak, this most people know. What many don't know was that Steve worked weekends on the Hewlett-Packard production line assembling computer equipment and Bill Hewlett often gave Steve a hand with equipment in the early days to get his own business started as he honed his skills.

As Steve's life is remembered, I urge you to all look at your own businesses and ask how can we be both more creative & disciplined. After all, when Steve passed away, Apple was the most valuable Company in the US, proving creativity and profitability can go together.

BOSS - Business Owner Selling Strategies

• Sales Skills for Non Sales People
• Selling to Big Business
• Winning Big Opportunities
• Retaining & Growing Key Accounts
• Sales Coaching Essentials

You can view some of the online content at www.youtube.com/robhartnettlive

Let me know your thoughts on these programs rob@sellingstrategies.com.au

Internet Search to be Replaced by Apps?

I read an interesting article from John Jantsch of Duct Tape Marketing on the changing search habits he is noticing in the US. Essentially he is seeing a greater reliance on Apps that essentially answer rather than search tools available on iPads, iPhones and their competitors. Read more at Why My Search Engine Use Is Dwindling and Why Yours Will Too.

The Power of Video

The growth and popularity of online video such as YouTube shows no signs of slowing. I have been a big fan of video testimonials as I see many people sceptical of written testimonials and I am also witnessing people wanting to access online help via video when they want it. To that end we are adding to my You Tube Channel regularly. You can view some Testimonials to see how easy it is to produce and upload via an iPhone and also some new insights on sales, marketing and branding skills produced by my friends at Pinstripe Media in Sydney.

Selling Strategies Office Numbers

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