Uncovering Client Needs and Communicating Benefits

SOUTHBANK

Proud Sponsor of

Uncovering Client Needs and
Communicating Benefits

When? Wednesday 2nd September 2015 8:30am - 12:30pm

Where? ServCorp Level 40 101 Collins Street Melbourne

• Do you have a clear understanding of your USP?
• Would you like to increase your closing ratio?
• Would you like to improve your sales results?
• Would you like to be in the TOP 10% of sales professionals?

With technology advancing and consumer demands rapidly increasing, Sales professionals universally face their biggest challenge. We discovered many sales people and sales teams lack sufficient understanding in the following key areas:

1. Positioning and differentiating of their product.

2. Adjusting sales techniques to the changing behaviour of customers.

3. Prospecting, negotiating and closing the sale in an increasingly competitive market.

This workshop will help you maximize your results and discover:

1. How to stay flexible and adaptive towards changing customer demands.

2. How to attain new clients, upsell to customers and trigger more referrals.

3. How to leverage new technology and social media successfully to increase sales.

4. How to maximize deal size & profitability.

This is the ideal Workshop:

For those who new to sales or have some strong fundamental knowledge about the sales process and are ready to take their game on to the next level through enhanced communication.

Who is this program designed for?

• Sales professionals looking to sharpen their skills and expand their success
• Sales professionals wanting to learn how to sell effectively and build long-term loyal relationships
• Sales professionals who want to consistently hit quota and shorten their sales cycle
• Sales professionals who want to be in the top 10%
  

Our Sponsors MinuteMan Press Southbank are giving away

***Two Comedy Club Tickets (valued at $40) will be given away with every Registration****

Presenter

Frank Ziovas

About Frank

Frank Ziovas is an expert in helping you create sales strategies and sales processes that will help increase your sales and create customers for life.

My sales success comes from understanding why people buy together with my consultative approach to selling.

I built a $2.9 Million dollar business from $0 dollars in just 24 months,

I am an experienced sales professional with over 20 years of experience in Business Development, Account Management and Distribution Sales within multi-cultural diverse environments.

A business leader and motivator with a track record and extensive experience in building and driving sales team.

I am driven by a keen interest in business, technology and innovation and unrivalled will to win.

I have international sales experience in countries like USA, UK and Asia, Australia, NZ and a strong understanding of domestic–international markets, strong sales background, a hunger for success and representing the clients with, dignity, loyalty a high level of customer service and professionalism.

My goals are to keep developing long term business partnerships, providing value to my current and future clients by working with them to create tailored solutions for organizational growth.

I will share with you my philosophy on consultative selling together with the skills of the top 10% of Sales Professionals in the world (who obtain 90% of revenues) and the psychology of why people really buy.

This will help you close deals quicker while maintaining strong relationships with your clients.

Testimonials

Frank worked closely with myself and some colleagues in a Sales Consulting Role for Zendesk. Over the course of 6 months I met with Frank once a week. He's a great listener, has some fantastic insights and provided invaluable guidance which has assisted me greatly in my time here. He was quick to pick out my strengths but realised that there were elements which needed fine tuning to make me more successful. We worked on these points and over the course of a few short months the results were dramatic. Just by tweaking small elements such as questioning I was able to gain much better understanding of accounts and have an even more credible proposition. Frank was very perceptive and it was enjoyable working with him during his time with us.

Odhran O'Brien Account Manager, Zendesk

I am very appreciative of Frank’s expertise and professionalism in proving key high level advice and mentoring to our company, Sammitr Australia. Without this input we would not be as far ahead as we are.

I would have no hesitation in recommending Frank if you have a need to re gear your processes, upskill your staff and increase Sales Results.

Malcolm Calder Sales Director, Sammtir (Australia) Pty Ltd

Frank has been my sales & marketing mentor since 2013. He implemented sales procedures in our company and taught me first-hand sales techniques I could never have learned in a course. With his help I was able to close two times more projects than before. Frank has strong interpersonal skills, a positive attitude and is always ready to help. If you want to work with a true professional give Frank a call.

Thomas Dittmar, General Manager, VPAC Australia

I met Frank at a Sales Conference & was immediately impressed by his direct no nonsense style of communication. Earlier this year he took up an engagement with Zendesk, working with the sales team & then with some individuals that we both felt would benefit from some further guidance. This resulted in a clear lift in these individuals performance which had a further benefit had an impact on the performance of other team members. If you can handle the truth & you’re ready to take your team to another level than I suggest you look closely at what Frank has to offer.

Gavin Muldoon, Sales Director, ZenDesk