Over 200 business people gathered recently to listen to a lively series of presentations from The Peer Group on “How to close new business in tough times”.
Clive Price the MD of The Peer Group set the scene “In this tough economic time of shrinking credit and falling consumer demand the challenge of finding and closing new business is a headache facing all salespeople across every industry. Tonight is all about finding some practical solutions to this headache”
The speakers shared some sparkling ideas with the vibrant audience.
Errol Van der Merwe of The Peer Group proposed that “Now more than ever, the perception prospects and customers have of you plays a key role in establishing a successful sales relationship. It’s that perception that determines whether people believe you, trust you or will take your lead. It’s all about “how” you are perceived to be doing things – not about your actual values and intentions. When it comes to perception, it’s what others think that matters. So act smart – think before you dress, before you speak, and before you act”.
Greg Zurnamer of Huthwaite Africa spoke about closing being a natural part of a well constructed sale. “Customers are not just interested in all the “bells and whistles” products have but in the value the product offers. If sales people fail to show customers how their product or service can solve the problems they are experiencing and thereby create value for their customers then closing will always be difficult. Selling has moved beyond just value communication to value creation”.
Richard Sanders, an independent trainer with Peer had this view. “Objections are, in fact, opportunities to provide the client with more information, more benefits and more value. Don’t be afraid of objections, rather welcome them and help the client make that important decision to buy so that he, the client, can benefit from making that decision.
The central message that dominated the meeting was that we need to take a hard look at ourselves and the way we talk and do things.
For example we seem to revel in negative self talk. What we need in these tough times is to believe in ourselves and our own self worth..
The final part of the evening was a Business Networking session that got everyone off their feet and moving. Mark Davis, one of the attendees said “The evening was incredibly inspirational and I networked with so many potential customers, that I can’t wait to get to the office tomorrow”
Jenny Hart had this to say, “The Peer Group did it for me again – I am motivated and can’t wait to try out the new techniques I learned. And I got all this fantastic stuff for free ‘cos I’m a member!!”
The Peer Group aimed to provide a business oriented platform for clients to meet and interact with each other as well as to get them into the much coveted door to getting new business. Not only did the event achieve this but participants took away some invaluable tips to equip them for success in these tough times.
Scheduled for each quarter, these free events for Peer Group members are tipped to grow bigger as more and more businesses realize their importance.
Perhaps the most apt comment came from Miriam Ntembe, “The Peer Group never ceases to amaze me. They’re always coming up with cutting edge ideas that challenge the way we do things”
The Peer Group specializes in Professional Sales Skills, Front-Line Excellence, Receptionist Training Skills and Brilliant Customer Care.
These courses are offered in-house and are also open the public.
Open Courses are run weekly throughout South Africa in all major cities.
To find out more information on their courses and future dates, please visit www.peergroup.co.za.
Tel + 27 11 787 6781 E-Mail clive@peergroup.co.za
