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เนื้อหาจัดทำโดย Neil Osborne and Neil Osborne | The Sales Catalyst เนื้อหาพอดแคสต์ทั้งหมด รวมถึงตอน กราฟิก และคำอธิบายพอดแคสต์ได้รับการอัปโหลดและจัดหาให้โดยตรงจาก Neil Osborne and Neil Osborne | The Sales Catalyst หรือพันธมิตรแพลตฟอร์มพอดแคสต์ของพวกเขา หากคุณเชื่อว่ามีบุคคลอื่นใช้งานที่มีลิขสิทธิ์ของคุณโดยไม่ได้รับอนุญาต คุณสามารถปฏิบัติตามขั้นตอนที่แสดงไว้ที่นี่ https://th.player.fm/legal
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E3: B2B Expos: How Are You Going to Get People to Talk to You?

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เนื้อหาจัดทำโดย Neil Osborne and Neil Osborne | The Sales Catalyst เนื้อหาพอดแคสต์ทั้งหมด รวมถึงตอน กราฟิก และคำอธิบายพอดแคสต์ได้รับการอัปโหลดและจัดหาให้โดยตรงจาก Neil Osborne and Neil Osborne | The Sales Catalyst หรือพันธมิตรแพลตฟอร์มพอดแคสต์ของพวกเขา หากคุณเชื่อว่ามีบุคคลอื่นใช้งานที่มีลิขสิทธิ์ของคุณโดยไม่ได้รับอนุญาต คุณสามารถปฏิบัติตามขั้นตอนที่แสดงไว้ที่นี่ https://th.player.fm/legal

This episode challenges the basic beliefs of a sales person. Many of us have experienced the sales person who believes that it’s their job to engage the prospect or buyer. It’s not. Neil explains his belief that it’s his job to conduct himself in a way where people want to engage him – which makes a big difference to the conversations he shares. He also doesn’t like to sell until he’s asked, and he shares with you why and how. Finally, he discusses how to adjust your conversations to suit different grades of salons and clinics.

In this episode you’ll learn:

  • Who is your AVATAR? Your ideal client
  • Experiences with qualifying delegates
  • Key questions you can use to gain attention and engagement
  • A great qualifying question
  • Turning a company’s presentation on its head by shifting from telling to asking
  • The different ways you need to communicate when you’re talking with large vs small clients

See omnystudio.com/listener for privacy information.

  continue reading

47 ตอน

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iconแบ่งปัน
 
Manage episode 214874350 series 2404942
เนื้อหาจัดทำโดย Neil Osborne and Neil Osborne | The Sales Catalyst เนื้อหาพอดแคสต์ทั้งหมด รวมถึงตอน กราฟิก และคำอธิบายพอดแคสต์ได้รับการอัปโหลดและจัดหาให้โดยตรงจาก Neil Osborne and Neil Osborne | The Sales Catalyst หรือพันธมิตรแพลตฟอร์มพอดแคสต์ของพวกเขา หากคุณเชื่อว่ามีบุคคลอื่นใช้งานที่มีลิขสิทธิ์ของคุณโดยไม่ได้รับอนุญาต คุณสามารถปฏิบัติตามขั้นตอนที่แสดงไว้ที่นี่ https://th.player.fm/legal

This episode challenges the basic beliefs of a sales person. Many of us have experienced the sales person who believes that it’s their job to engage the prospect or buyer. It’s not. Neil explains his belief that it’s his job to conduct himself in a way where people want to engage him – which makes a big difference to the conversations he shares. He also doesn’t like to sell until he’s asked, and he shares with you why and how. Finally, he discusses how to adjust your conversations to suit different grades of salons and clinics.

In this episode you’ll learn:

  • Who is your AVATAR? Your ideal client
  • Experiences with qualifying delegates
  • Key questions you can use to gain attention and engagement
  • A great qualifying question
  • Turning a company’s presentation on its head by shifting from telling to asking
  • The different ways you need to communicate when you’re talking with large vs small clients

See omnystudio.com/listener for privacy information.

  continue reading

47 ตอน

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E46: B2C Interview w/- Kelly Kent, Owner of Cranium Hair This Clinic Growth Sprints guest interview is with a very astute salon owner, Kelly Kent, the founder and owner of Cranium Hair ­­ – a multi award winning salon in Manly, on Sydney’s Northern Beaches. Kelly confesses that while she never focused on dollars, she has always focused on the important KPIs and performance markers which allowed her to grow and improve her client servicing skills. Kelly openly discusses the different phases she’s moved through, since opening her own salon in 1997. Cranium has been profitable from day one and that was due to her early understandings of the percentages required to run a profitable business. As Kelly states, she was never strong at maths, however once the money started coming out of her back pocket, it really made her change her approach. She also shares how she went from a highly profitable salon to a period where she lost focus – resulting in money being wasted and her percentages drifting. She also talks with Neil about how she expanded into beauty and then realised it didn’t work – so she quickly withdrew. An amazing learning experience. In this episode you’ll learn: How ego can get in the way of success How making timely decisions is the way to stay profitable The frequency that Kelly reviews her Profit & Loss How Kelly looks at and responds to trends and areas of change That money is the result of you doing our job well See omnystudio.com/listener for privacy information.…
 
This Clinic Growth Sprints guest interview is with an internationally recognised and awarded Hairdresser, Businessman and Owner of e-Salon, Emiliano Vitale. During the conversation, they re-visit the early days of Emiliano’s his first salon at the age of 22, in Double Bay, Sydney. He clearly remembers the days there wasn’t any money left for him and openly shares his learnings from that difficult time. Emiliano’s enjoyed a hugely successful career and is widely admired and respected for his deep belief in having high ethics, morals and purpose in his work – all of which he inherited from his father, Samuel. His key piece of advice to his younger self is “to focus on what you’re good at” and during the chat with Neil, he also reflects on a saying he’s very fond of, which is “do more than what you’re paid for.” In this episode you’ll learn How deep personal beliefs can influence who you are and impact your success How to manage your ego in the world of business The importance of recognising what you’re good at The benefits of understanding your business’s percentages How to reserve and build profit within your business. See omnystudio.com/listener for privacy information.…
 
This Clinic Growth Sprints guest interview is with John Cook, owner of the extraordinarily successful Stylz Hairdesigners chain of salons, and it’s a short masterclass in running your business. It’s also an insight into the once-in a lifetime business opportunities that are available, if you know where to look. Neil and John cover the importance of running your business with a clear understanding of what it costs to operate your business and knowing what’s lefts over. John also stresses the necessity of running your business at a profit (that is, if you want to stay in business). John has multiple salons across Westfield Shopping Centres, and he openly shares his approach to managing the ever-increasing rents of large centres. His knowledge, wisdom and advice are priceless. The conversation concludes with John highlighting a unique once in a lifetime opportunity – where you can start a salon with close to zero entry costs. In this episode you’ll learn Insider tips from a hair salon industry expert The importance of knowing how much is left after the running costs are paid Keeping your eye on profit and understand your costs Hidden opportunities that are out there See omnystudio.com/listener for privacy information.…
 
Our Clinic Growth Sprints series of episodes takes a new direction, with Neil inviting accomplished industry personalities to the microphone, and asking them a simple question: “ If you were starting out as a Salon Owner today, what business and financial advice would you give your younger self?” In the first of these new interviews, we’re delighted to have Dennis Langford, Managing Director of Tony & Guy Australia, as our guest, and to share some of his time and wisdom. Dennis and Neil initially share their memories of the industry and revisit the start of Tony & Guy in Australia. Then, Dennis openly shares some of his learnings along the journey and how he got through both the good and bad times. Of particular interest is understanding how he came to grips with the financial side of the Tony & Guy business. In this episode you’ll learn: The value of having a good team around you Understanding the importance of managing the costs of your business That stress reduces your creativity How to start your business planning from by starting with profit first The 4 steps of the pathway of least resistance See omnystudio.com/listener for privacy information.…
 
A thought-provoking episode where Neil’s guest, Marcus Kroek, talks about creating business profits. Marcus is an accomplished business owner and business coach at Amazing Tradies, who shares his experiences and learnings about understanding the differences between turnover and profit. Neil and Marcus discuss some of the limiting behaviours around creating profit, and how stress reduces both your creativity and general business energy. They also discuss an alternative approach ­– of setting up systems around your areas of stress, to help inspire the return of your creativity and energy. And how this can then help produce the quality services that you’re known for. In this episode you’ll learn: How family beliefs can affect your financial management skills Simple examples of systems that will reduce your financial stress. How to stay in your zone of genius, to produce high quality treatments and services See omnystudio.com/listener for privacy information.…
 
An interesting episode where Neil’s guest, Sarah Garner, discusses how to make a clear profit in a small industry-based bushiness. Sarah is the founder of a branding agency, Digital Bloom, where she needed to upskill in the way she handled the cash flow of her business. The Profit FirstⓇ cash management system assisted Sarah to establish several bank accounts, that allowed her to manage the cashflow and the allocation of her funds to different areas. This simplistic system helps Sarah fund growth and establish a team in her business. Today, she runs her business with five foundation accounts. In this episode you’ll learn: Establishing a cashflow system that can help you grow How being able to pay your team and tax obligations, reduces the stress Having a cash management system allows you to have clarity around your business finances See omnystudio.com/listener for privacy information.…
 
This episode takes us on a journey of building a global Skincare brand, Cor Silver. Jennifer McKinley with Neil discusses some of the difficulties in growing an international skin care brand. Jennifer’s journey started with a MBA degree from Yale university, thinking that would set her in good stead off she set to grow a skin care brand. In doing so she chased top-line sales growth and managed to secure many prestigious stockists around the world. Only to discover that at the end of the month after paying her team and other costs there wasn’t the profit she had hoped for. At a point of shear frustration Jennifer discovered the Profit First system which allowed her to restructure her finances. This opportunity also forced her to review the brands profitability and as a result she withdrew the brand from Russa and Japan. Today with refined distribution plan Jennifer has a profitable business that allows her a lifestyle. This sis a truly inspirational story that all business owners need to hear. In this episode you’ll learn: That top line growth is not always profitable. Turnover is vanity and profit is sanity. Making the tuff business decision can lead to a more enjoyable business lifestyle See omnystudio.com/listener for privacy information.…
 
Again, we’re joined by Richard Barram from the Barram Property Group – our resident expert on lease negotiations. This episode covers the key points to cover when renegotiating your lease, to ensure that it positively contributes to your business stability. We also explore the avenues available to reduce some of the costs associated with your lease. It’s fair to say that Richard’s work starts from the premise that the leasing market has changed. And that means that perhaps you also need to change the way you think about your lease. He covers important ideas like: if your lease is coming up for renewal, are you better off having your lease viewed as a sitting tenant, or is there an advantage in renegotiating as if you were a new tenant? Richard shares a view that may end up delivering substantial savings to you and your business, so don’t miss his suggestions. Two of the key messages throughout all Richard’s interviews are the steps you can take to increase your value to your landlord, and that everything is negotiable. In this episode you’ll learn: How to get your landlord to understand with your needs How your lease renegotiation can produce savings Clear action steps you can take to look for savings in your lease agreement See omnystudio.com/listener for privacy information.…
 
Neil’s guest is Craig Minter, a CPA Accountant with 20+ years’ experience working with businesses across the world who turn over AU$50,000 – $200,000,000. Craig is also a Certified Profit First Professional and ‘Fix This Next’ Advisor. His firm, Mints CD Consulting, is one of a select few Australia-wide, that’s trained in both of Mike Michalowicz’s methodologies – Profit First and Fix This Next. This episode will really get your thinking. Craig has a strong focus on cashflow – the number one issue facing most small businesses – and using the Profit FirstⓇ methodology to project that cashflow into the future, so you have peace of mind about what’s lies ahead. His approach is simple yet effective, to start your path toward profit transformation. As he moves through the steps, Craig expands on how human behaviours can get in the way of transformation… which is a little deep, but though provoking. The conversation then moves to ways you can feel safe with your financial situation and in doing so, your mind moves on to tackle other challenges. Craig explains how he’s observed his clients experience amazing growth, once they’ve sorted their financial concerns. In this episode you’ll learn: Simple steps to transform your clinic profit and cashflow The importance of having a simple cashflow system Some Profit FirstⓇ fundamentals to help you manage your cashflow and profit See omnystudio.com/listener for privacy information.…
 
This episode unpacks some initial steps you can take to help manage your business cash flow. Some people say that cash-flow is uninspiring but Profit First® takes an approach that removes the high-emotion aspects of managing your business cash flow and replaces them with behavioural rewards that keep you interested. Neil’s again joined by his guest, Laura Elkaslassy – a certified Profit First™ Professional. Laura’s passion for business profitability is frequently felt throughout the episode, as she offers advice on a different structure for your bank accounts. By following Laura’s advice, you’ll remove the emotional roller-coaster ride around managing the ups and downs of your cash flow. Neil concludes with a simple starting point to help reduce your stress and move to having greater clarity around the financial side of your business. In this episode you’ll learn: A different approach to managing your business bank account Some of the Profit First® structures and how they can benefit you How to shift your financial flow away from emotional management, to a more structured approach See omnystudio.com/listener for privacy information.…
 
Neil’s guest, Katie Crismale-Marshal, is author of the book “Profit First for Tradies”. She is also a Certified Profit First Professional, a Bookkeeper and Small Business Strategist. On the surface, tradespeople and beauty/hair industry professionals seem vastly different, however Neil and Katie discuss how similar they really are... because the concepts of running a business are the same for everyone. Katie and Neil also chat about the foundational principles of the Profit First® system – particularly Katie’s view of cash management – and she suggests an easy starting point for us all to adopt. She suggests that your financials are the foundations of your business, and if you don’t get them under control… then nothing else matters and at some point, in the future, you’ll probably go broke. Another area they touch on, is that ‘volume’ is not always the solution to your financial challenges. In this episode you’ll learn: Cash Management Foundation principles of Profit First® That volume is not always the solution How to take your cash management from frustration to comfort and confidence Turnover is vanity, profit is sanity See omnystudio.com/listener for privacy information.…
 
Your commercial lease is a vital part of your clinic’s success because it directly influences your profitability. Neil’s joined by his guest, Richard Barram, in this episode and they discuss how many of the variable costs built into your lease preparation are negotiable – yes that’s right, negotiable. Richard’s the founder and owner of Barram Property Group, and he’s worked in Commercial Property for over 20yrs across Australia and New Zealand. He dives into discussing the costs that can be negotiated and more importantly how to negotiate them, at the commencement of renewing your lease. The key to success, he believes, is to explore those costs from your landlord’s point-of-view. Generally, as tenants, we look at our rent on a weekly or a monthly basis. However, landlords look at your tenancy over a 3-to-5-year basis, which dramatically changes the guidelines for negotiation – as does our value to them, as a tenant. Find out more keys to successful negotiation in this not to miss episode. In this episode you’ll learn about the hidden costs when renegotiating your clinic lease Managing legal costs in your lease Managing the re-direction clauses How to budget for a make-good Negotiating benefits during your lease negotiation or renewal See omnystudio.com/listener for privacy information.…
 
Neil’s joined by his guest, Stuart Donaldson, for an episode focused on how to build cash reserves. Those reserves will help your clinic survive the income ups and downs that all businesses experience. It all starts with having plans in place to help sustain your business – one alternative is building a ‘cash runway’ for your clinic. Stuart’s the founder and owner of Banyan Co, and he’s an experienced banking and finance executive, educator, business coach and financial advocate for owners of small to medium enterprises (SMEs). He discusses various strategies to shore-up your businesses’ profitability. Both external and internal factors can assist you in achieving greater profitability, so Stuart and Neil discuss the various long-term keys to business profitability, effectiveness and productivity. Stuart’s insights can help you become financially savvy and progressive, so don’t miss this episode to help set up your business for greater growth and profits In this episode you’ll learn: External factors Internal factors Business efficiencies Business productivity See omnystudio.com/listener for privacy information.…
 
If you want to learn some simple financial steps you can take to secure the future of your clinic, this episode is a great place to start. Neil’s joined by his guest, Laura Elkaslassy, who’s a certified Profit First™ Professional who’s amazingly skilled at keeping financial conversations real, and easy to understand. Laura’s passion for profitability, has helped numerous owners to build sustainable businesses - by learning how to generate profit, structure systems for financial success, and earn the income they deserve. By exploring and implementing the Profit First™ system in her own businesses as well as for clients, Laura’s experienced tremendous growth, improved management, and inspirational innovation. As a result, Laura is now the CEO of Profit First Professionals in Australia. Neil and Laura discuss options to manage and grow your clinic’s cashflow after Job Keeper and the impacts on your business’ profitability with the coming decline in government subsidies. In this episode you’ll learn: How to use Profit First™ to improve your business cashflow How the Profit First™ system can help you and your clinic, in an unexpected situation Laura’s tip for preparing your business after Job Keeper See omnystudio.com/listener for privacy information.…
 
If your clinic has a commercial lease, this is an interview that’s not to be missed. In this episode Neil’s joined by his guest, Richard Barram. Richard’s the founder and owner of Barram Property Group, and he’s worked in Commercial Property for over 20yrs across Australia and New Zealand. Having worked across numerous different business sectors, Richard’s successfully negotiated hundreds of commercial leases and has an intimate knowledge of the key drivers in lease transactions. Having this intimate knowledge, Richard’s helped tenants and landlords quickly get to a position of understanding and agreement. During the episode, Richard talks about the importance of having an overall understanding of your commercial lease and particularly knowing a couple of important clauses that will help you navigate your way through COVID and beyond. We also cover the very basic yet important clauses that constitute your lease. In this episode you’ll learn: How to understand the terms of your lease What’s the NLA or net lettable area of your premises? How your rent and outgoings are calculated How to start thinking about and planning for your next rent review See omnystudio.com/listener for privacy information.…
 
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