Page 2 of Personal Testimonials from Course & Seminar Participants.

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Here's a selection from thousands of personal testimonials that Richard's received from course and seminar participants. 

 HOW TO IMPROVE YOUR SELLING SKILLS.
KERIKERI,

Hi Richard,
Thanks so much for a GREAT DAY OUT of my business and into some of your wonderful new ideas.
I have been asking the "Cosmic Forces" for someone to talk to about my business, as I work in the vacuum of a one woman business that is moving faster than I predicted.
Today was perfect for me with every question answered..
I thank you for your energy and also for your interest in everyone in the room's business, you made us all feel SPECIAL.
Your talent to inspire has left me with work to do and new places to go.
I relax this evening and start a new day with improvements to my selling skills that will take my business sales even higher than predicted.
I look forward to talking with you again and ask you kindly if you can supply e-mail addresses of some of the attendants whom I wish to network with;
Vicki Yakas. Labour Hire Business.
Vicki Corban. Why Worry Tourist Accommodation.
Brett. Opau General Store.
Wendy Hamilton-Gates

Vetiver Grass Plant Production
Kerikeri,
New Zealand
Phone (09) 4079537
E.mail vetiver@slingshot.co.nz
website www.vetiver.org

Subject: Thank you!
Morning Richard

Thank you for your emails from delegates which were very positive from Successful Selling last Thursday.

The feedback has been excellent and we were very pleased with how the day went.

I will send you a copy of the dvd together with the analysis of the forms shortly but just wanted to thank you for the time and effort you put into the event, it was much appreciated.

If you need me for anything, please feel free to get in touch.

Vest best wishes . . .

Jennie.

Jennie Harnaman
Membership & Events Manager

Institute of Sales & Marketing Management

Harrier Court
Lower Woodside
Beds    United Kingdom
LU1 4DQ
Tel: 01582 840001
Fax: 01582 849142

Email: jharnaman@ismm.co.uk
www.ismm.co.uk

Subject: ISMM Presentation Birmingham

Dear Richard,

You asked us at the sales conference to e-mail you and so I take this
opportunity to do just that!

Many, many years ago when I worked in agriculture I had to 'employ' casual
labourers for hop picking etc and I can honestly say the best people to
employ at that time where KIWI's!! They not only worked very hard but where
good sports & could drink too!!

Thanks for the energy and commitment shown at the ISMM, I'm sure a great
many have benefited from your enthusiastic presentation.

Kind regards,

Paul St John Martin.

Subject: RE: Successful Selling!


Hi Richard,

The CD set you sent me has arrived, and I just wanted to say a big thank you! I am about to leave for a meeting so will listen to the CD whilst driving there- what a great use of my time!

I am sure that it will be incredibly useful and motivational, so thank you so much.

Kind regards,

Beth Osborne

Beth Osborne
Account Manager
meta-morphose International

When was the last time you invested in your own training? Because the best motivators are motivated! Please contact us today to find out more about Momentum - the Ultimate Development Programme for Sales Leaders. Telephone 01242 253253 or e-mail: enquiries@meta-morphose.co.uk

Idsall House, Prestbury, Cheltenham, Gloucestershire, GL52 3AY
United Kingdom
www.meta-morphose.com

name: Donn Rushby
email: Rushbyd@norwich-union.co.uk


details:

Really enjoyed your session at the ISMM Birmingham conference. You asked us
to email you if we did one thing better today than we did yesterday. I felt
I did this last week, its just taken me a while to contact you.
You advised managers to spend 80% of our time with our team & 20% other. One
day last week it go it totally the worng way round so the following day I
took your advice & made a determined effort to spend 80% of my time with me
team. Thanks for the tip.

Subject: IssM conference
Good morning Richard.

Great conference loved your session.

What did I do better ?

Well, I do many things better after such a motivational event, however most memorably would be:

Nobody told us we cant !!

For many years one of our largest prospects have had a preferred suppliers list that we could not get on !

So after taking note of your “nobody told us you can’t, I walked into one of the branches (we had not tried for a few years) to find out that they had scrapped the preferred suppliers policy 18 months ago and I received a £10k order and a big pat on the back of my boss, but more importantly a massive injection of motivation.

Thanks mate !!!

Mick Say

FIssM
2 Woodrow Chase
Herne
Herne Bay
Kent
CT6 7JN
England.

Subject: Your presentation at the ISMM, Birmingham today

Richard,

Thanks for a very thought-provoking presentation.

Your style and content are very engaging and I was inspired to accept your
challenge about doing one thing better each day.

I will put into action today the following improvement: that I will
communicate with customers more effectively using new technology.

I would be delighted to receive a copy of your CD and would be grateful if
you would send it to me at the following address. .....

Thanks for your inspiration.

Regards,

Chris Slezakowski

Sales Director
WTB Group Limited

Mobile 07808 175895
e-mail cms@wtbgroup.com
www.burdens.co.uk

Great speech
Learnt not to jump in to retrieve a sale

My home address is
 106 Coldershaw road,
Ealing
London
W13 9DT

I look forward to getting the CD
Thanks
John

John Dwyer
Senior Business Development Manager
Central & North West London
UCB Home Loans
mobile 07802 458 188
john.dwyer@ucbhomeloans.co.uk
http://www.ucbhomeloans.co.uk

The specialist mortgage lender of Nationwide

Subject: ISMM Seminar

Richard,

Very inspired by your presentation, especially about recharging yourself that
in the lunch period I booked a holiday and I fly out tomorrow morning at
4am.

Also I will now spend more time out with my team and less time reporting
their performance.

Thanks

Stewart Wright
Director, New Business Development
Invu Services Limited
01604-859893
07770-810569

Subject: I have already done two things better than I did yesterday

Richard

Thanks for your great presentation yesterday. You managed to get a lot in to
a short period of time and delivered it tremendously well.

I am emailing as promised to claim my CD, as I have already done two things
better than yesterday and got at least one sale. Thanks a lot.

Our company is called Raise the Bar and we use successful athletes to
articulate exactly what made them successful and how this tunes in to the
life of the conference delegates. Our passion is to inspire success beyond
expectations, so please have a look at our website at www.raisethebar.co.uk
and let me know if you think we can dovetail with some of your work. Also
this will mean I have done three things better than yesterday!

Best regards

Jonathan Stanger
Director
Raise the Bar Ltd
2A View Road
Rainhill
Merseyside
L35 0LQ
Mob: 07778 576040

Hi Richard,

Thanks for a fantastic session at ISMM event yesterday. You mentioned that if we email you you would send us a free CD. Please could I have a copy of the CD. If it's as good as the "live" version it will a great 3.5 hours!

Regards

Andrew

Action Business helps businesses and individuals to make money, save time and have fun! Our strategies are easy to implement and can have massive positive impact.
Action Business Limited
102 Downhouse Road
Waterlooville
Hants
PO8 0TY
Office: 02392 591671
Mob: 07951 042061
Web: www.actionbusiness.co.uk

Subject: ISMM Conference

Regards Richard,

You were really passionate in your presentation at the ISMM conference - thanks for this input - what you spoke about was really interesting - you offered many 'thinking challenges' to me - thank you.

I am the person who introduced herself as one of the UK facilitators of TetraMap, of which originated in New Zealand and you know about. Lovely to meet someone else from this beautiful, diverse and interesting country.

You spoke of e-mailing you with one thing that we were to do differently.

WELL ....

I have decided that I need to use my mobile phone better. My son is home from university (yes, they are such wiz's when it comes to understanding these things!!) I have listed the things that my mobile can do and listed three things for him to show me. One - using faster texts; two - how to download pictures from my phone to my computer to use on my web-site; and three - one choice from Daniel (my son) that he believes will enhance my understanding of this technology and be of use within my business.

Thank you for setting this challenge - today these have been written up on my business objective 'to do' list.

Hope your travels went well in the UK and you had fantastic feedback from the ISMM conference.

Regards,

Lyn
Lyn Creasey

Director & Principle Consultant

Tel: 01302 811814
Mobile: 07818 405828

Web http://www.lynchr.co.uk/

Easton House
16 Crossways
Wheatley Hills
Doncaster
DN2 5SH

Hi Richard,

Thanks for your inspiring speech at the Successful Selling event 2005.

One of the things I’ve done immediately yesterday evening is putting into place a new rule that everybody needs a minimum of 6 face2face visits per week, this shall be increased soon to 10/week.

Good tip because we weren’t seeing our customers enough.

Looking forward to receive your cd pack.

Regards,

Joost van 't Hullenaar
Business development manager
Invu Netherlands BV
Ginnekenweg 290a
4835 NK BREDA
The Netherlands
t : +31 6 5237 1118
f : 01604 859902
e : joost.vanthullenaar@invu.net
w : www.invu.net

Subject: Successful Selling!

Hi Richard,

Thank you for such an inspiring, motivating talk yesterday- I found it, and
the whole day, incredibly useful and uplifting!

I thought I would let you know that today, following your advice, I have
done something extra that I wouldn't normally have done. As advised by
Ciaran McGuigan, I made 10 cold calls before 10am- something I am going to
do every day from now on.

I am looking forward to also doing something extra on Monday, Tuesday,
Wednesday...

Thanks for a great experience and for your excellent advice!

Kind regards,

Beth

Beth Osborne
Account Manager
meta-morphose International

Idsall House, Prestbury, Cheltenham, Gloucestershire, GL52 3AY
www.meta-morphose.com
07739 670 992
01242 253 253

Subject: "one" task


Richard

It was great to be experience your presentation at the ISMM yesterday. I felt that you had a significant number of quality points that, as I am sure with most people at a high level of sales, have heard before but are still not practicing every day. With respect to this I have commenced my "one" task better per day initialy as follows:

Ensure that I contact all my staff on a daily basis, (currently this can get missed due to work load)

I am keen to recieve your double CD set, as mentioned above, I feel there are many basics that we must return to.

Kindest regards

Paul Clements

SITA One-UK Development Manager
SITA UK
Unit 7 Acorn Business Park
Commercial Gate
Mansfield
Nottinghamshire
NG18 1EX
United Kingdom

Phone: +44 (0) 1623 683500
Fax: +44 (0) 1623 683548
Mobile: 07971 147091
Website: http://www.sita.co.uk

Subject: Successful Selling 2005

Hi Richard

It was great to listen to you speak yesterday at the 'Successful Selling 2005' ICC Birmingham.

As requested by yourself ' Something I am going to better today than I did yesterday' I have made 10
phone calls before 10am.

Have a great weekend

Kind regards

Natalie Mellor
Training Sales Executive
Thames Valley Chamber of Commerce Group
467 Malton Ave
Slough Berks SL1 4QU
Tel: 01753 870500
Direct: 01753 870656
Direct Fax:01753 870657
nataliemellor@thamesvalleychamber.co.uk
www.thamesvalleychamber.co.uk

Subject: Better than yesterday.....

Hi Richard,

Just a brief note to thank you for a great presentation yesterday at the ISMM show in Birmingham.

I came along with an open mind and a desire to absorb all messages relevant to me, primarily to re-energise and refocus myself.

In this I was not disappointed and your presentation was certainly a part of that successful outcome. As I mentioned to you when we spoke, it’s interesting to hear the messages delivered by someone from another culture – they may be the same messages that we all know and love (?) but the approach is different and we can all learn from that.

The rest of the work is down to me and I’m looking forward to implementing ideas I had during the day and making the changes that are necessary for my future successes.

So, one thing I did today better than yesterday? I started my day with a much, much more positive attitude than I did yesterday and a head full of plans on what to do next to continue improving myself and, as a result, my commercial (and my personal) growth.

Thanks again for being a part of that revitalisation.

Cheers!

Joy Griffiths
European Distributor Business Manager
T. +44 1869 366907
F. +44 1869 366991
M. +44 7884 31108
e joy.g@ezem.co.uk
w www.ezem.com

Subject: ISMM Conference

Richard,

Or should that be the funny little bloke in the colourful jacket. Thought I would drop you a line to say enjoyed the presentation yesterday, the enthusiasm and energy that you put into the delivery made it all the more memorable.
I for one have decided to take on board a couple of the point you raised, that is to ensure that I do make sure I do one thing better than yesterday and if nobody told me I can’t I may as well go ahead and do it that way.
You along with the other speakers, revitalized my motivation to better the way I had been working and made me aware the power to change was within me.

Thank you once again for your excellent presentation.
Kindest regards
David K Turns
Business Development Manager
Atlanco UK Ltd.
Mobile 07919 383 634
Tel: 0870 750 7260
Fax: 0870 750 7261

Subject: ISMM Birmingham Conference.. TASK IMPLEMENTED

RICHARD

Enjoyed your presentation yesterday and have put task into place.
Sales manager involvement with their teams.
I have spoken, and coached, on how we are going to achieve this within our programme.
Each sales manager, who will agree measurables, will target himself to spend 80% of his time with his team individuals in customer facing, rather than just an arbitrary second face to tick the box.

Great day
Gerry Sokl
Topeka
Bridge End Drive
Prestbury
Cheshire SK 10 4DL
UK

Hi Richard

I attended the ICUM Conference in Taupo. After your presentation you said that if we emailed you to say we completed our personal challenge that you would send us a free CD?

Well I have completed it. My personal challenge on my postcard that was sent to me was to communicate with staff on relating to members better eg: body language standing on a 90 degree angle and it express more benefits to the members in regards to the products and services we offer. I have given a copy of the ‘Features and Benefits’ & ‘Better than yesterday action plan’ print out to all staff to complete next Tuesday morning meeting and am giving them an overview of your presentation.

I would like to be able to listen to your CD and present it at another of our meetings.

Thank you

Rebecca Brinson
Lending Services
Credit Union Baywide

500N Karamu Road
Hastings
Direct dial 06 873 0683 Fax 06 878 2891
www.baywide.org.nz

Subject: I was at your Christchurch Seminar


AND GEEWIZ IT WAS GOOD,the 12th July was the day and I have put some to ACTION and even advised others on what I have learnt , Yesterday I had one of my Nelson staff ask why we don't have a buzzer on the door as people enter !!! dirty word and she could understand why !

have discussed with the director about a catch phrase for our company and we are to have a brain storm at our next managers meeting to involve and sell everyone the idea.

all the staff have felt empowered with asking questions and that is were we all got the most out of our 4 hours with you.

Thankyou Warm Regards Wendy Andrews

Simply New Zealand
41 Cathedral sq
Christchurch

Hi Richard,

One 'task' put in place:
Have put in place feedback action plan for the whole staff on 'The Quest
Way' input session.
Going over the notes on the video of the vox pop on what customers think of
service in NZ; e.g.smile/acknowledege/nods/no pre-judging/respect etc.
Cheers, and thanks for the session,
Warwick

Warwick Isaacs
Quest on The Terrace
Wellington

email: warwick@questterrace.co.nz

Hi Richard,

I am just e-mailing you to thank you for an interesting seminar that I attended in Auckland.
I have already managed to complete one of my personal challenges.
I have changed the labels on the shoes in the shop, place them under the shoes and added benefits and used to the labels. It has been quite interesting watching people actually pick up the shoe and turn them around, instead of just reading a tag.

Thank you once again.

Regards
Caron Orelowitz

Hi Richard,

Good to talk with you tonight – I’ve just checked out your website – it’s more like a drop in centre where you can hang about – good job Richard!

You have a solid body of work and it looks like you even cater for people like me looking out for more work – nice touch.

I look forward to meeting with you whenever you come through Hamilton.

Warm regards,

Michael Kennedy

Inspirational Coaching, Training and Facilitation
- life begins at the edge of your comfort zone!
Call me on (025) 2133 524

Dear Richard,
 
Thankyou so much for joining the team on Tuesday, you gave us all new inspiration.  We discussed paying each other compliments and how a this can impact on our already positive environment.
 
I have come up with a game called Lose Your Marbles, the aim is to get into the habit of complimenting colleagues so that within time the compliments come naturally.  Each time a genuine compliment is made the team member loses one of their marbles.  It's about getting into the habit so it comes naturally with practice, so far so good and is working out to be fun.
 
I asked a client in a meeting yesterday about "What the effect would be if they did not take action" the response was awesome.  I received more info from the client in a 5 min answer than what I have in the 3 months I have had the account.  Thankyou.
 
I look forward to speaking with you again soon.
 
With Thanks
Sarah Goffin
Account Manager
Bartercard New Zealand Ltd
PO Box 101 563, NSMC, Auckland
Email:  Sarah.Goffin@bartercard.co.nz  
Web:  www.bartercard.co.nz
Phone: 09 414 6854
Fax: 09 415 3473

Subject: getting back to you with progress

Hi Richard...I very much enjoyed your seminar for Red Cross in Auckland
recently, and I know my staff got a lot out of it too. The skills you gave
us will be very practical. I feel that actual tools are much more use than
theories, although its good to know how you arrived at some of those tools.
I have just scored a client in the last couple of days, whom I had talked to
prior to your seminar. I decided to try the SPEND approach, and went to
visit them. I phoned first and said I would like to follow up with them and
also find out more about them. They were very keen for me to visit, and
seemed happy that I was interested in their activities. It was a great
visit, and enabled me to find out a lot about their situation, staff numbers
and requirements etc. With the SPEND approach, I was able to meet their
requirements at that visit and left with each of us being happy.
Another client that I wanted to follow up with due to their cancelling with
us, has not yet responded to my SPEND approach...("How is your situation now
and what effect will the staff not being trained have on your operation -
would you like me to visit to see how best we can ensure your staff are
confident when emergencies happen" etc). I am hopeful though.
We also discussed our business cards at our last manager's meeting, and will
look at how to make them more effective.
Thanks again, Richard. Very nice to have met you. My husband tells me he has
been to 2 or 3 of your sessions with Fisher and Paykell, when he worked for
Farmers. He also enjoyed them, and used your suggestions as a Sales person.
He was a good one too! His current employer is often amazed at how he gets
people to pay on the spot for work done! All in the approach, he says.

Regards,    Barbara Locke, Area Manager, NZ Red Cross.

Subject: Response from Excite, entise, enthuse.

Hi Richard,

As you suggested on the course in NP on Tuesday 7th June I am e-mailing to
let you know the changes I have implemented at work from the course so I get
the free CD. So far we have looked at features and benefits of stock in a
staff meeting and how customers are interested in the benefits. I have also
implemented the Better than Yesterday. I intend to continue the better than
yesterday for some time and have given team members their own copy where
they record what the intend to do better than yesterday each day. I will
then use what they have recorded for individual training.
I also intend to use the self evaluation with individuals as part of
individual training.

I will aslo like to apologise for Jessica who was unable to attend the
training as she had accidentlly locked herself in the bathroom for all of
that day as the hande had fallen of the door.

I enjoyed the course and feel it is having a positive impact on my business
and I have even notice an increase in takings which I am sure is due to the
staff training we have been doing as a team and team members feeding back
from courses we have attended.
Thanks very much
Susan Jameson

Mementos
Centre City
NP

and

Nzone
43 Devon St East
NP
PH/Fax 06 7699435
nzone@mementos.co.nz

Good afternoon

I am not sure I am communicating on he correct email address. I didn't get a business card on Friday night (in Huntly) but i am absolutely passionate about your course and I can assure you it has had a huge influence on the majority of my weekends activities!! Thanks a million.

I know I will be sharing some successes very shortly... I have had a minor one to date... all my photocopying has been passed on!!

Many thanks for sharing your knowledge and experiences with us all, I know I am richer for the experiences you related.

Regards
Rosemary Curle

Thank you Richard for a informative and inlighting session the other week in Palmerston North. Your "Excite,Entice,Enthuse" was great. Thank you for pointing out all the opportunities that are out there, the rest is up to me.
 
Kind regards
Peter Bouzaid.
Wanganui Powertool Centre

Hi Richard

Just letting you know that instead of explaining the features I am turning
them into benefits for the customer.

I found the seminar interesting and I now have better knowledge and skills.

Thanks
Karen Eady
Modern Bags
New Plymouth
(06) 7699996

Hi Richard,
Thank you for your thoughts and suggestions at the seminar in Wellington last Thursday.  You want to know what I’ve put into place… 
I’ve placed ‘Thank you’ signs on our doors so that people see them as they leave our store, something I hadn’t thought about until you mentioned it on the seminar. 
The other is that I have started making it a personal drive to obtain as much product information from our suppliers as possible.  The day after the seminar, I visited one of our suppliers, and sat down with them for two hours to go through their ordering processes and how we can streamline communications and our ability to obtain changing product information without having to wait for it to be sent to us.  My role is now to train the rest of the staff with the systems and this will save us a huge amount of time and frustration in the future.
I am in the process of obtaining books on the study of body-language to assist in recognising various signals from our clients while talking to them that may assist our conversion rate. 
There are also a number of other activities that I have become involved in that will assist our business, and some of these are in response, partially or in full to information I received during your seminar.
I’m sure the skills I’ve obtained will be very beneficial to our business.  Once again, thank you.
Regards,
Patrick
Patrick O’Hara
McKenzies Flooring First
16 Lincoln Road
P O Box 152
Masterton

P: +64 6 377-5600
F: +64 6 377-4497
E: info@mckenzies.co.nz
W: http://www.mckenzies.co.nz

Subject: Grateful Thanks

Hi Richard,

On behalf of our team in the AUT Personal Selling and Sales Management
programme, we wanted to express our grateful thanks for your support both of
our specific initiative, and of course, for the programme as a whole.

It was great to meet with you and certainly appreciated your input.

Again, many thanks.

Best regards,

Marty
CONNEXUS
Ph +64 9 307 6361

Hi Richard.
 
Thanks for your awesome presentation in AKL last week.
 
I have put some of your ideas in to practice, such as the W questions and am
getting great results.
 
I also had a client that I had been talking to but hadnt got a confirmation
from him and i used your tactics of asking was there anything more he needed
etc........the outcome......2 First aid courses fully booked with 50
participants.  As well as that I have fielded enquiries and have booked
another 3 courses!!!!  Keep the bosses happy!!!
 
Thanks heaps for the ideas and the knowledge to put them in to practice
 
Kelly Thompson

Subject: thanks for making it simple at Huntly -time management Friday


Hi Richard ,thanks for a great seminar-well worth the drive-time well spent. Question--please briefly recap 90 day plan as i am unsure whether I understand fully. Changed my answer phone message yesterday and instigated regular checks of mail box today as the first two actions. Really like the BTY action plan--way gentle yet effective approach.
 Re Marketing meeting with you --as soon as you can make yourself available will suit me as i really need to kick it along if I want to keep my staff [Rani] . I am now into the historical quiet time for my cleaning business --with lots of bills to pay and tax on the 7th July .
 
Kind Regards
Phill [The Green Cleaner]

Hi there Richard,

Thank you so much for the great Basic Sales Course that I attended in June.
I came away from the course feeling really motivated and I can already see
the improvement in my sales figures. Part of my job involves retail sales
training to the girls in the Beauty Therapy industry and it gave me much
more confidence to teach these classes as I have more tips and ideas to pass
onto them.

My main problem was asking for the sale and now I am doing just that with
much more success!!

Thank you

Amanda Brewer
Sales Educator
Thalgo NZ

Good Evening Richard

My name is Mark Wilton. I attended your seminar earlier today before
returning to work for the afternoon.

This afternoon I put to practice your techniques which I found very useful.
I challenged myself to use new closing sale techniques including using "So
let me confirm...." and found that i sold products just based on my more
confident closing sale technique.

I also challenged myself to learn more about the products we stock by
talking to reps from different suppliers and today found myself with the
opportunity to increase my knowledge in the field of waterblasters with the
rep from Karcher turning up.

I would like to take this opportunity to thank you for your time and
knowledge in helping me increase mine. I look forward to putting my newly
learnt skills into practice a bit more and becoming a more confident, highly
knowledgable retail salesman

Thank you very much

Regards

Mark Wilton

Mitre 10 Mega

5 Wall Place Tawa, Wellington
Ph: (04) 232-7243 Fax: (04) 232-7242
Email paul@leadlighthouse.co.nz
FOR ALL YOUR LEADLIGHT NEEDS

6-7-05

Hi Richard,
My name is Paul Lahina and I met you at the leadlight products seminar in Hamilton on the 1st of July.
I wish to thank you very much for the advice and inspiration that you gave to us.
I went to Hamilton with the knowledge that I could not pay last months rent and I had no work to come back to, I was pretty bummed out about the whole idea of having to coming back and face everything.
I have taken on board the 90 day action plan and the BTY plan.
The 90 day plan is about all I can see my company doing at this stage as its either going to work or I need to shut the doors and find something else to do.

I am so sure that this will work and am so excited about the prospect of turning the business around that in two weeks time I am employing the lady that helps run my classes. She will be here for four hours a day four days a week.
I see this will enable me to get the flash clothes on, and go and see a range of schools, which run various night classes and see if they would like us to run leadlight classes for them at our premises. (Any thoughts?)

I also thought I could visit places that made custom made furniture and offer our custom made services as well.
I have spent a fortune on the yellow pages (rip off buggers) and advertising in the local papers, none of that has been too successful.

So I now see (after your talk) this slump that we (I) am in is not a big problem but a big opportunity and man am I going to make the most of this, hell yes.

I have also parked my very distinctive van on the main road and am also going to change my business card from a vertical to horizontal card. Still not sure about having my ugly mug on there though.

But to get back to my main reason for this email, Thank You.


Hopefully you will hear from me in the near future and I can tell you how well we are doing.

Regards


Paul Lahina
Owner Leadlight house
www.leadlighthouse.co.nz

Subject: Task Success

Hi Richard

I attended your recent workshop “Excite Entice Enthuse” in Palmerston North, which I found a great refresher course for myself.
One thing I did mean to mention while I was there, was that sometimes when dealing with people of different cultures, they actually regard the eye contact as a threatening act, so it pays for staff to be aware of this, and that when people of some cultures do not look you directly in the eye, it is a sign of respect….it doesn’t necessarily mean that you don’t have their attention. You did talk a little about cultural difference in respect of the physical aspect, but the eye contact thing and the language used by different cultures is something I talk to the staff about in our organisation.
The other reason I am emailing is to let you know, that I have recently spent a week in our Wellington store training some of the newer staff as our company directors were concerned in the lack of growth in that store over the past 2 – 3 months. I utilised everything learnt in your workshop together with other knowledge and experience over that period with them and saw the difference instantly. Just today, they emailed me to say that sales are going really well after applying the advice given and they believe it is really working.

So, this is to say that this is just one of the skills learnt that has been put into practice successfully!

Once again, thank-you for the inspiration!

Donna Niwa

Manager

Dvice Palmerston North

Hey Richard,

Thanks for your time on Friday evening!

Being with you gave me so many insights not only about my present situation, but also about my whole career as a trainer and a speaker.

You hit me like a fist of wind with your questions and reflections about our industry.

You dong-ed me on the head with your feedback about being too busy cutting down trees and not sharpening the axe.

Your marketing ideas, fast and furious, dazzled me with their simplicity and audacity.

I can see what’s missing now.

I can see where I’ve been fixed and stubborn.

I can see where I want to go.

So, in amongst improving cash flow, I am taking on developing my web site and building up my brand and expanding my relationships with associations and key business relationships.

Thanks Richard – you are a gem and a real world class pro – you make me proud to be part of the same profession!

Warm regards,

Mike Kennedy

• Staying quiet and waiing for response...."how many would you like???......"   usually get an order with this one if not for a whole range then for at least one item.
• Introducing mid priced item thus givng the customer the ability to buy up or down in price....works well
• Not "popping in"...gives the visit some real purpose and focuses the client on what you're really there to do...sell hem products that will increase their bottom line.
• Standing at right angle to client....especially good when working with women clients who may feel threatened in a predominently male industry. Makes for more relaxed visit and easier communication.

Thanks once again for the valuable lessons, no doubt I will e able to put more into practise as the year continues they will become second nature,
Cheers
Paul Carter
Darbi Accessories
444-4830
021-160-6247
www.darbi.co.nz
 

Kia ora Richard
I really appreciate your newsletters. There's something interesting and inspiring every time.
Do you know, the first time I met you was in 1981 when you and Trevor Claughton gave a course on marketing at the Akarana Campus at the then ATI.
I've still got the notes.
Kind regards
Mary Evans
Heron's Flight
for a moment of pleasure and rest, at Matakana, just north of Auckland
www.heronsflight.co.nz

Hi there,
just wanted to you drop a line to thank you for an informative course yesterday. 
Loved it. Have used the benefits and open ended questions..and went for a walk for stress..
thanks again..
sell....sell.....smile
Diane Malcolm
                             Smail & Co
 Distributors and Manufacturers of Michel Cesar Bathroom Collection
                        www.michelcesar.co.nz

Hi Richard,

Thank you for my "personal challenge card."

I am pleased to share with you that I have been able to carry out some of
the 7 items I had listed.

1) Keep Learning.  I have enrolled myself in a polytech course.
2) Teach the young. I have been working with one of pour younger team members and coaching them in the use key principles that we use here in our workplace. ( Maintain or enhance self esteem, listen and respond with empathy, ask for help and encourage development, share thoughts feelings and rationale, provide support without removing responsibility).
3) Coaching people to reach their full potential. Assistance to  young person currently seeking continued employment.
4) Better than yesterday. Working to improve on the service I provide my customers. Giving more than their expectations.

Regards Juanita.

Juanita Wilson
Manager - Human Resources
Electrolux Home Products Manufacturing
Christchurch
Tel +64 3 3793520
Fax +64 3 3666223

Richard
Thought your seminar was most worthwhile and have 2 actions that I have put into place so far - Impressing on team members their porential and what they can offer to a prospective employer.
Don't see problems as hurdles to be crossed but as opportunities to improve the situation.
Regards

Mark Barnes
Plant Manager   Electrolux Home Products Ltd   Cooking Plant
36 Welles St
Po. Box 261 Christchurch NZ

Phone  +64 3 379 3520
Mobile  +64 21 488 446

Hi Richard

Well, it's been a week since the course at Innovative Travel.
I have thought a lot about BTY - and I am trying to implement this way of being.
Many thanks for a wonderful and refreshing perspective on life.

Warm regards
Nicky

Nicky Eskau

Christchurch
New Zealand

Hi Richard
Thanks for a great morning.
Workshop and accompanying tools very punchy and to the point, easy to follow and concise.  You have a great voice to listen to - motivating.
You did threaten to send a copy of your CD to anyone who emailed you - so  Please can I take you up on the offer. 
If you have time, I'd appreciate any comments on my brochure.
I've already booked out three days next week to do my marketing plan.  My head is buzzing with ideas and I'm walking round with pen and pad attached to my side, or they'll fly out of my brain.
Did I hear you correctly when you said you'd be able to take time out for a one to one to go through the plan - and all for free?
I look forward to hearing from you tonight!
Kind regards
Philippa Sturt
Cherish wellbeing
Tel: 09 432 1781
Mobile: 0211640435
Be true to yourself and make a difference to your life tomorrow by making
choices today

Hello Richard,
I really enjoyed your sales course it really enlightened me on the things I was doing wrong or not doing at all.  I have been implementing the Spend Technique with my clients, have improved my product knowledge considerably and have a recent number of sales successes which have been helped by better closing techniques.

I still have problems with some customers who say they are going to place an order or send me information and they just sit on their hands.
 I end up ringing them several times and while I try to do it in a nice way I feel it must come across as pushy or badgering.

I would appreciated if you could send me the CDs as there is still more I feel I need to learn.

Thanks once again,
Nick.

Hi, Richard:
Many thanx for the offer of your CD: I appreciate it and will enjoy the regular top-ups of your pearls of wisdom.
You'll be pleased to know I've had INSTANT SUCCESS the very morning after your course, with one client who normally runs $500 monthly...signing up for an additional $800 on top!
Thanx so much for your motivation.
Regards,
Phil Braithwaite,
Times FM Sales.

Hi Richard!

Thanks for your seminar in Rotorua on Thursday! I greatly benefitted from your discussion, being able to immediately implement a number of points successfully - particularly asking for the order and silence.

The profound nature of the points in your discussion on closing seem so simple, yet so powerful to anyone new to sales (as I am) will change my approach and give me a greater internal power when even approaching sales than ever before. Which bit particularly? the fact that the client is expecting me to close.

I applied this with a Bike client and an Appliance client and they are currently on-air with us!

So now to solving problems in an exciting way, approaching objections with a "fix this and I'll buy" mentality and an absolute expectation that I am expected to close once I solve their problem, providing them with the greatest radio experience.

Thanks,

Andrew Mehrtens
The Radio Network, Rotorua

Hi Richard

I recently attended your basics of selling course in Wellington – and thoroughly enjoyed it!  One of the many new tasks that I’ve put into place since the course if the BTY (better than yesterday) plan.  So far it’s working really well.

Cheers
Sarah Siddells

Subject: Sales training

Good afternoon Richard,

Thanks again for the sales training last week. I've been putting a
number of your techniques to practise and apart from giving my sales process
more structure, they have meant I've been able to deal with specific problem
areas more effectively - namely handling objections. The technique you gave
me helps me avoid arguing with the customer and also makes me listen more to
exactly what they are saying...which means we get to the real issue a lot
faster rather than floundering around in the smoke screens they are putting
up.

You'll be pleased to know my business cards are back from the
printers and they have a photo of me on the front as well as information on
the back that we had left blank before. I'm not so sure about the photo as
it seems a bit cheesy but if it means more people remember our organisation
and myself then I'm all for it.

So thank you again and I'll be in touch when my conversion rate goes from 1
in 7 to 1 in 5!

Regards,

Richard Phillips
SmartPayroll

P 0800 58 8000
M 021 334 004
www.smartpayroll.co.nz

Subject: Re: 46-summary of discussions with Keri Blue Ceramics


Dear Richard,

Thankyou! Thankyou! Thankyou!

You are the Man! You are the Bomb! You are the Marketing King!

We now have our sign up, a swarm of pukekos and 3 beautiful big banners out front. We put our banners up 10 days ago.
We grossed $6000 in the first week. Yesterday we took over $2000. I now have 2 people in the shop for busy times.

We got the pukekos out a little earlier than the banners and sold 20 in the first fortnight. We no longer have "We had trouble finding you!"

People stop and take photos of our road frontage! I had a man come back yesterday after making a large purchase for his house in California just to take a photo.

The inside of the shop is looking much smarter also (although we still have a few changes to go). Yesterday I had two parties say that they had made a special trip back to Kerikeri just to revisit Keriblue. I had a man who is going to manage a very upmarket lodge in the Bay stand in the middle of the shop and say "I have never seen any ceramics in New Zealand to rival Keriblue". The owners had already spoken to me about kitting out their lodge with our new design.

Hope all is well in your neck of the woods and thankyou for "Saving our Bacon",

Regards,

Jenni Edwards
Managing Director,  
Keriblue Ceramics
POBox 120
Kerikeri

Ph 09) 4071 111 or Fax 09) 4075 588

"Beautifully Handpainted New Zealand Inspired Design to Make Everybody Feel Special"

Hi Richard

A huge thank you for an excellent training session. It continued on Sunday morning - we stopped at Mackers for a cuppa, and staff, especially the young ones, were talking about how they'd like to put what they'd learned into practice. I wrote up a list of actions just from that conversation.

Thanks also for the photos. I'll ask Shane if he can send his photos to you. I discovered I have some very creative and talented people through the snow sculptures- which is bound to come in handy! We got a lass from Lorenzo's cafe at the top o' the Bruce to judge and she was very helpful. I took up a couple of toboggans as well which were great fun. The staff gave me a bunch of flowers to say thanks for the weekend, which was lovely.

One of the staff commented that the Chateau was a good place to observe service. I think they did test the staff a bit in the wee hours of Sunday morning...but they thought the service under such circumstances was really good.

The NZ Association of Credit Unions have been encouraging CUs to send staff to seminars run by Dr Steven Saunders on Suggestive Selling. At our managers' forum yesterday I was able to tell 20-odd CU managers that you run an excellent programme and they should check out your website.

Once again, thanks for a brilliant seminar. If you are able to pop in on the 25th, that would be really good.

Regards
Philippa Wills

Thanks heaps
Kathy Regan       Abilene Motel      136 Kerikeri Rd       Kerikeri
 

Dear Richard
I thought your newsletter was excellent and raised some very real issues.  I only wish I had had access to this to put in front of my previous employers who wore blinkers when it came to the whole area of sales and marketing – c’est la vie!

Best regards and look forward to receiving further issues.
Wendy Voegelin

Richard
Getting the postcard in the mail was a great reminder to get on and do the things I said I would … I am pleased to say that I have done the items I said I would and am enjoying the sales process a whole lot more … 1 new client and many more to come.  Thanks

Kind Regards 
Business Advisor,  Icon

Thanks also for returning the postcard... true to word.
Best regards and keep up the good work. The world needs it !

Kay Zust
 

Dear Richard
Thank you for 2 great workshops.
 
Challenge for change, I have prospected with another 2 x companies to share facilities, website and mentoring opportunity.
How did I do it: I asked!!
 
We are looking forward to implementing further skills, as we reorganize our Future Business opportunities.
 
Many thanks
Dianne Doran (Artitus Furniture)

FANTASTIC, AWESOME , INCREDIBLE.  ABSOLUTELY LOVED YOUR PRESENTATION

THANK YOU FOR OPENING A WHOLE NEW WORLD FOR US!  WE ARE ALREADY BETTER THAN YESTERDAY

DESIGNING A TOTALLY NEW BUSINESS CARD ,WHICH WE WILL CARRY EVERYWHERE WITH US!!!

ADOPTING THE BETTER THAN YESTERDAY PHILOSOPHY.  IMPLEMENTING THE SPEND TECHNIQUE

HELPING OUR COMMUNITY TO GET THE BEST FROM OUR COMMUNITY!!!!

KEEP UP THE GREAT WORK

CHEERS FROM THE BIG RIVER TEAM
LYN &PAT
 
P.S.
WE WILL BE ERECTING A FLAGPOLE FOR THE  NZ FLAG TOO!!!

Dear Richard,

I would like to thank you for spending your precious time to share your valuable thoughts and ideas on sales skills with First Assistance. 

The workshop has been an enjoyable and enlightening experience. It was a wonderful opportunity for me to expand my horizon and really understands my scope of achievements in sales. 

Your enthusiastic approach has been welcoming and unforgettable. I will forever be practising my "Better than Yesterday" action plan in all aspects in my life.

I look forward to succeeding my goals in my near future and hopefully I will be able to brag about it to you. 

Kind Regards,

Kenneth Timothy Litt
Insurance Services Consultant,    First Assistance
PO Box 17-310, Greenlane, Auckland, New Zealand

T: +64 9 356 1650 ext 6076    F: +64 9 356 1798    M: 021 293 0822   W: www.firstassistance.co.nz
 

I listened to you talk at the Woman's Show at the Auckland Showground's.

Since that time I have done away with daily to do lists and have consciously tried to do one thing to a better standard each day.

I have felt less overload and more satisfied with what I have achieved.  A clearer desk each morning makes life easier.

I would really appreciate if you would send me the free CD of yours that you told us about to further my learning.

Thanking you

Sally Rowan.
  

Hi Richard

Thank you very much for coming in.  The feedback I have had from the team has been excellent.

Regards

Kirsty Walker
Insurance Services Team Leader

Hi Richard,
Thanks very much for the opportunity to attend your sales breakfast presentation on Wednesday at the Crowne Plaza in Christchurch here. It was a very valuable presentation and a lot of useful information was absorbed which hopefully will payoff in the future with an increased number of clients in my account database!
I'd like to advise that I have successfully followed up one prospect that I met at the breakfast actually! Through the chance presented at that particular event I was able complete the task of finding out what sort of business one of the other members of my table group was involved in, identified a specific need they had for our product, exchanged business cards and sure enough I had received a request for a quote, and replied with some pricing, all within 24 hours! It all seemed very easy, and I'm sure with the ideas you gave us that morning I am bound to secure more sales and success in my business.

Thanks for that!
Kind regards,
Jonny Baird
Insite Technology Ltd     P.O. Box 7561     77 Montreal Street     Christchurch  

Hi Richard,

Thank you for the seminar we attended yesterday at the CrownePlaza. I certainly took a lot away from the breakfast and have shared the information I have learnt with my colleagues.

I would like to say that I have completed one of my tasks that I put down on my postcard:
I have changed my answer phone message and asked people to supply me with their email address when leaving a message. 

I have also started giving out business cards to everyone I come in contact with who may be able to give me a lead.
Thank you for the opportunity to hear you speak.

Kind regards

Jaime Bowman    Course Enquiries/International Liaison    Christchurch College of Education
PO Box 31-065  Christchurch 

Hi Richard,

I attended your Major Account Selling seminar on Wednesday, and thoroughly enjoyed it.  Thanks very much.

I've now been through your website, and downloaded lots of good articles on aspects of sales and marketing and personal attitude.

The site is a great resource, so again - thanks for that.

Your seminar gave me some good ideas for improving our company's sales approach, so I'm planning to do my own presentation to the two other salespeople in our company.  It would really assist me if I could use your Powerpoint.  Are you able to make that available to me, with whatever restrictions you wish to apply to its use?  Or am I asking a little too much here?

I look forward to your response.  And, as it is getting late on a Friday night, I won't hold you to your 24 hour turnaround.

Kind regards,   Craig.

Craig McCullough
CYBERGLUE SOFTWARE LIMITED
NZ's PREMIER CMS & E-BUSINESS SOLUTIONS

Hi Richard 

Thanks for that great day at Christchurch last week.
I was able to get a lot from that course and have been working on asking the when what who how   questions.
Even did a silent close   which was so hard and I waited and waited then he said no not now.
Any way I feel a little more confident.

At times find myself thinking these people don’t have time for me to chat to them but I am trying to work through that feeling.

Thanks Richard
Cheers
Liz McAtamney 
Eftco 

Many thanks for the strategic marketing plan document.

Enjoyed the two seminars yesterday.

Regards
Julia Saulsbury

Dear Richard,

Thank you very much for your input to our conference. The members of
Best Western all said it was one of the best they had attended in some
years, and I am sure we will see the application of some of the ideas
you passed on to them.

Again thank you and I look forward to working with you again sometime in
the future.

Kind regards

James Shearer,    Chief Executive Officer
Best Western New Zealand
www.bestwestern.co.nz

Dear Richard,
Just a quick email to say a big thank you.
Since being involved in your sales basics course on the 15th of June I have managed to secure new and used car deals. I received my post card back this morning and to my delight I have fulfilled all 3 of my personal challenges. 
Once again, thanks.

Regards Paul Cartmell
Jerry Clayton BMW 

Hi Richard,
A couple of weeks ago I attended the one day Sales Basics course. Just wanted to thank you for a great day, the course was well planned, well run and the manual you left me has been very useful. As a company we took on a business mentor 5 months ago and it was good to see that a lot of things that we covered in the course ran in line with what our mentor is trying to develop with our business.

From your course I have developed more of an overall awareness of what I'm doing in the showroom with our potential clients and already I feel more confident in my ability to sell.

Just one question, where did you get your pens from ? I got back to the office with the pen you gave out and everybody has raved about it !!
Many thanks for a great day.

Yours sincerely,
Jonathon Cooke                           Just Hardwood Floors Ltd
Eucqual Polished Floors Ltd
Ph (09) 272 2890                  Fax (09) 272 2892                 www.jhf.co.nz

Richard,

After attending the Sales Basic training course, I prepared a Sales Call plan before contacting a customer regarding a tender prequalification document that I had submitted, for an industry that we have no previous experience in. 
Initially, he was focused on our lack of experience in that industry, but because I was prepared for this, I was able to (enthusiastically) tell him about the experience that we do have and how we would be able to apply the benefits of this to his industry.
As a result of this, I received an email from him later in the day to inform me that we had prequalified for the project and will be invited to tender shortly.

Also, we are looking at implementing a CRM package to keep track of customer contact. Are there any that you would recommend?

Regards
Josh Horwood
Business Development Manager - Automation
PavTech Ltd
voice :+(64) 7 838 2010                     fax     :+(64) 7 838 0977          
mobile :(021) 884460
e-mail :jhorwood@pav.com            www.pavtech.com  

Hi Richard
Thank you for presenting to our graduates on 'networking'.  This is an important business skill for them and your session certainly turned on some lightbulbs and created energy!!
Some of the comments the grads fed back about your session are: 
- "I realised the importance of client and colleague networking"
- "The first impression that I make on clients is the most important"
- "I Learnt the value of networking and building lasting relationships"
- "It's important to carry business cards with me at all times!'
Several of our graduates took up your 'postcard' challenge which was great to see.
Once again thank you very much for the inspiring session.

Kind regards
Rebecca Haines
Human Resources Advisor
Beca
Phone +64-9-300-9000 Fax +64-9-300-9300
DDI +64-9-308-0855
rhaines@beca.co.nz
www.beca.com

Hi Richard
I would just like to thank you for taking the time to share your knowledge with me and for the CD pack, I am sure it will help reinforce your methods.

As you could tell we all need improvement with selling our service and ourselves.

Many thanks once again
Regards
Gary Taute,   PC People
E-mail:  gary.taute@pcpeople.co.nz
Web:      www.pcpeople.co.nz 

Hi, Richard

Thank you for being able to find the time to spend with our Sales Team today.  I know you had a very busy schedule and went out of your way to accommodate my request. Being able to negotiate Auckland's weather today and get from the Airport to Albany in 45 minutes was no mean feat!

The feedback gained from this afternoon's session has been extremely positive with everyone agreeing that they are the only ones that have the ultimate control over what they want to achieve in their lives, both professionally and privately.

Your presentation reinforced what we had spent most of yesterday focusing on and gave them the impetus to put into action what we had all have agreed upon.  I will be closely monitoring their 90 day action plan and hope that they can see first hand the benefits that this valuable tool provides.

I do hope the Fujifilm FinePix S500 Digital Camera will become an invaluable part of your repertoire, not only in your very hectic business life, but also at home with your family.

Once again, many thanks for the presentation and motivational messages delivered this afternoon.

Kind regards

Garth
Garth Burleigh     Sales Manager     FUJIFILM N.Z. Limited

Dear Richard

Just a quick note to thank you very much for the great seminar held at the
Rotorua Chamber of Commerce Wed 28th April.

It was a real eye opener to go back to basics and look again at skills that
are very useful that I had not used in a while.

It made me realise that I was not the only Sales Rep out there to call on my
clients and to be better prepared when I did.

Once again thanks for the very informative day.
Kind regards
Stephanie Buttari
Waste Management NZ Ltd
41 Ferguson Place     Rotorua

 I thought I would let you know that I was very pleased with how my presentation went yesterday.  The questions weren't too bad and I felt that I managed well.  It was a friendly audience that I've presented to before so I was pretty comfortable. 

 Admittedly, I seem to get on auto-pilot when I'm presenting sometimes, and completely forgot to repeat the questions that were asked before answering.  I did let them know the structure though, and told them that I'd be taking questions at the end, which worked well.  Do you think with a smallish group of about 25 people it is necessary to repeat the question, particuarly if it's a question that I'm quite confident in answering? 

 I provided handouts and I could see people following them and making notes as I went along, which was good.  There were quite a few questions which indicated people were interested.

 I am going to Sydney next week, and will be doing the same presentation again to an internal CBA audience, probably to more people though.  I will also be seeing some clients - assumedly in smaller groups, perhaps even in a sit down discussion format.

I would like to express my gratitude to you for so kindly coming in to see me last week and giving me such helpful advice.  It gave me a real boost and made such a positive difference.

 Thank you and regards,
Nicola Chadwick.  ASB Bank
 

Our thanks go to you - we have lots to think about and I am looking
forward to implementing your suggestions - its great to have the mind cleared
and focused .

All the best  - and don't forget you have somewhere to stay if you ever
want to actually "relax" down this way  - 
kind regards,    Jenny
www.rubybay.net.nz   

 I just wanted to send you a note of thanks for the seminar that I attended last night. I actually learnt a lot more than just how to network the right way, which is the reason I decided to attend in the first place.

Last night and this morning I have spent time on reviewing the notes and the booklet that you gave, and am just about to start making up my personal BTY action plan. I am looking forward to gaining and keeping a number of new associates.

Thanks once again, and I look forward to devouring the information in your newsletter, and to attending more of your courses in the future!

Regards,
Tim Milner
Sales and Marketing Consultant       AIMAT New Zealand Limited
ROTORUA
Web: www.aimat.co.nz

Hi Richard,
Thank you for the course yesterday.  I found it very useful. Previous
marketing seminars I had been to covered more theory and not the
practical things I need to do.

Today I have redesigned my business card and will now have the event
dates on the back.  The front will contain information about what FI
Events does.

I have planned my next meeting so I now have a list of topics I need to
discuss and will continue to do this with all the preliminary meetings I
am still having with relevant organizations.

Future meetings where I am trying to sell sites will also be much
improved as I now have a plan of action.  I will need to think a little
faster on my feet but that will come with practice.  Just as well our
show sells many sites by reputation - that is how I have sold 50 sites
in 6 weeks but the closer to the event the harder people get.

Thank you for the free CD.  As my husband said, I don't usually win
anything.  I plan to listen to it next time I am traveling to Auckland
which will be in about 6 weeks.

Thank you
Dell Bawden    

 SINCE I ATTENDED YOUR PROSPECTING COURSE EARLIER THIS MONTH I HAVE BEEN WORKING HARD AT PUTTING MY NEW FOUND SKILLS INTO PRACTISE. SO FAR I HAVE HAD A NUMBER OF ENQUIRIES THAT HAVE COME FROM THE PROSPECTING ACTIVITIES THAT I HAVE BEEN DOING AND HAVE EVEN SOLD A VEHICLE AS A RESULT. THANK YOU SO MUCH FOR HELPING ME TO DO THIS 

CRAIG ERICKSON
ELITE MOTOR COMPANY     PO BOX 12076    BECKENHAM
CHRISTCHURCH    Ph 0275754779
www.elitemotorco.co.nz
 

Hi Richard,
Kerry here from the Basics of Selling course from last week. Just a note to thank you very much for all the things you taught me on the course. I had a fantastic time at the course and so far am having a fantastic time getting out and selling. My confidence is no longer an issue when I make appointments and when I go to them it's always with a smile on my face and knowing that I'll come out with at least a good impression.
So far I have been out for two days, and 11 appointments in those two days. Of those I have got 4 quotes, 2 sales (separate to the quotes), and 1 company coming back once they've decided what they need. The remainder were confident they will use us in the near future, but at this time don't have a requirement.
I did as I said I would and went through our standard products and wrote a benefit and question list, and have used the questions often to get to the bottom of what they need. The most important of the goals I listed was to keep a positive attitude, and I have had the most awesome week because I have been. I came back on Thursday raving about the course to my boss, and itching to get out there and put what I've learnt to the test.
Thank you again for all your help, and I look forward to seeing you at the prospecting course next time your in town.

Cheers,
Kerry Wagstaff

Hi Richard,
Thankyou once again for your time with the Sales Basics course. I found it really informative and very motivating.
My colleagues have said I have a noticeable amount of confidence gained just in the one day I was away.
Unfortunately this confidence has gotten me into trouble with one of my superiors so far by letting the cat amongst the pigeons, but it is all in the name of better customer service as without them, there is no us.
I have actually put a few things I have learnt into practice so far.
            * I have found myself repeating the customer and using the pen to show affirmative action.
            * I have contacted a few of my customers so far to let them know about orders they have placed, so they don’t feel forgotten
            * I am also in the process of changing my shop displays to include benefits rather than facts. These displays can “silently” do some
                        of the work for me.
My thanks once again for your time yesterday. It has genuinely sparked my interest in better salesmanship, and you can expect to see me sometime come and complete the other 2 days of the course.

Sincerely
Nathan Trainor,    Atwaters Musicworks,   Drum Department
09 3035042    ntrainor@musicworks.co.nz

Hi Richard,
Thank you for a most enjoyable breakfast meeting last Tuesday.
The main thing I got out of the meeting was how important it is to celebrate success.
Historically there hasn't been a lot of that happening, other than amongst peers.
Our Team Leader also attended, and concurred with me. (phew)
How lucky we are, that this fact was passed on to senior management in a very timely fashion...... because just 1 week later I signed the biggest deal in almost 2 years in my job !! And this morning he took me to Glengarry's to choose a special bottle of wine to celebrate my success with !!
Now that's what I call celebrating success !!
Hope you too, are having a great day !!

Kind regards,
Angela Jones
Energy Account Manager,   Contact Energy

Hi Richard
Just wanted to start the day with a 'thankyou' email, I really enjoy reading your emails, I find them very inspirational and informative, keep them coming...

 Richard,you have come such a long way since the days of the Composites conference and your visits into Ashmar, well done...  Ash and I are no longer together, but still good mates, he has Ashmar in Australia, well it is called MVP Australia now and I have now taken over NZ in my own right, although I call the company Ashmar Limited these days.  Business is going well and I agree with you that 2004 will be what we choose to make it.  The opportunities are there, we just have to embrace them.  Here's to the best year yet... 
Kind regards,   
Marg Kendall 

Dear Richard,
I would just like to take this opportunity to thankyou for all of the valuable knowledge and experience you've offered throughout the duration of the Taupo BIZ Development seminars.  Over the last 4 months, I have managed to absorb and implement many of the skills and techniques into my busy working schedule with a marked improvement in sales and a general improvement in organisation.
I wish you all the best for the New Year and hope to attend many more seminars in the future.

Kind Regards,
Peta Shaw
Reservations Manager,    Taupo Tandem Skydiving

Subject: "Challenge for Change"
Dear Richard
I found the seminar most informative. So far I have discussed several things we must implement and have now ordered business cards for all staff members, and explained all are an important component of our marketing strategy especially drivers as they have a captive audience. We are also implementing a new evaluation questionnaire to be inserted in our travel wallets for all those travelling on our tours.   I look forward to receiving your free CD so we can continue to benefit from your ideas.
Barbara Mehrtens
Leisure Time Tours New Zealand Ltd

Hi Richard,
I attended your Dealing with Difficult and Awkward Customers on 25/06/03. It's been three weeks since I last attended your course and we were told to email you within the next 30 days if we've applied one thing we've learnt from the course. Usually I get quite upset when a customer gets upset at me over the phone and I jump quickly in the 'sandpit' with him/her. I have noticed lately that I have not been getting perturbed. It is now second nature for me to hear 'pumpkin' when someone either in my professional OR personal life say that dreaded 'f-word'! It's great!!! Thank you so much for the useful techniques I know I will use for the rest of working life!
Keep up the great work!!! Kind Regards,
Katy To'o
Credit Controller,  Baldwin Shelston Waters 

Hi Richard
Adam Joyce from Independent Welding Supplies here just taking a couple of  minutes out of my bright looking future in sales. With the help of your informative and interesting look at sales and sales techniques,  I now find myself full of confidence and I am at the forefront of sales at this company.  The boss cannot believe the change and believes I will lead this company to a brighter future.
Thank you once again
Adam Joyce

Gidday Richard,
Loved your presentation at the Bus & Coach Association AGM in Hamilton. Well done!
One task that I will put in place to make each day better than the last ...
I will be make absolutely sure that everyday I tell  AT LEAST ONE PERSON why I love to work with/for them, that I appreciate them, and tell them what good bastards they really are.  In doing this I want to make sure that I raise the spirits of at least one person per day, preferably more. 
"If it is to be, it is up to me"
Kind regards,
David Hitchcock
Area Manager
Vehicle Testing New Zealand Ltd

Hi Richard
Finally a kindred spirit, great article in the DLB.  It's a pity they didn't print my poem next to it (inside back cover).
I came from the Data mining and CRM side background after a few years in Advertising.  It often amazed me how a good "system" and great marketing is not backed up by the people.  Often through a complete lack of integration between the functions.
I have a theory I call Imprint Marketing - where the people qualify and represent the brand.  Organisations such as ASB (early '90's) and SBS (current day) have successfully merged HR into the Marketing role imprinting their people with the brand culture.
I am also happy to see a good advocate for the much maligned sales role.
Too often marketers fail to realise that the difference between sales and marketing is often the scale of communication.
Thanks once more and keep up the good work.
Kind regards
Julian Grainger
Business Development Manager
terralink international limited

Hi Richard,
I’d like to thank you for the motivational seminar you gave, here in Taupo last week.  Were we supposed to hand in the certificate “Challenge for Change” as I bought mine away?
I am looking forward to employing some of your techniques in my business; you really got me thinking about the sales process for my business.  I would like my staff to participate in one of your seminars and hopefully you’ll be back in Taupo again before to long.  I’m trying to coach them with the enthusiastic and motivation you have, I am sure we will find a marked improvement.  Thanks again.
Regards Janita

Richard
I would just like to thank you for sending your very interesting and useful newsletters. I attended one of your workshops last year and have since enrolled in the Post grad Diploma in Management Studies at Waikato Universities. Your newsletters contain so much information that is relevant to my work and my studies.
Thank you.
Sally Briffault
Manager,   Conductive Education Waikato Trust 

Subject: Marketing seminar
Hi Grant
Just wanted to let you guys know that the seminar last night was just what I needed and Richard was excellent.
All the best.
Brian Neville
 PS Have a look at my new website courtesy of Digithink. www.wildernessescapes.co.nz  New edress is :

Hi Richard,

It’s a little while since I went on your course, but I read your news letters with interest.

Given that a key part of marketing and sales is confidence to speak in public I was hoping you might give my Toastmasters club a plug on your site. We are a non-profit making organization that has done wonders for many in the public speaking arena. Our site address is:-

www.wellingtontoastmasters.co.nz

Hope you’ve fully recovered from your car accident.

Thanks

Dominic

Hi Richard
Thank you for your motivational information that I have been receiving all year. I always read and digest it so although I haven’t responded before, it doesn’t mean it’s been ignored. I enjoy the way you present each newsletter in clear simple language so full of ideas for all of us business owners to identify what we can use to make more of a success of what we do.
Have a great Christmas and holiday season and I look forward to more ‘gems of advice’ in 2004.
Sincerely
Jocelyn Holland
Credo Recruitment Ltd

Well hello there Richard,
Well just a small note to say thank you for all your great advice and knowledge that you gave me from last months seminar, it proved to be very insightful and helpful in many ways. In case you are wondering this is Cameron McKenzie here aka "COOLCAT CAMERON"  the children's entertainer , and the one with the Yellow business card.
I have since now taken some your advice and had just been appointed Rep. for Hasbro, a leading Toy Imported for the Christchurch and lower south island region.
Using your methods i hope to increase the current client base and still improve existing client relations, all thanks you great seminar.
I will be travelling down south for two weeks of the month , and would love to hear your CD with more helpful tips if possible, i will leave my address at the bottom if needed,
Thank you again for ! your insight and look forward to hearing your voice in my car soon
Regards
CAMERON MCKENZIE
Christchurch!

Hi Richard,
It was great meeting you today and attending your seminar in which I have
gained some very valuable insight in to how best approach potential clients
and also how better to serve existing ones.
I will have no hesitation in recommending your services to business
associates who I feel will benefit of the years of experience you have
available. Your seminar was fun, enjoyable and at the same time immensely
valuable and informative for a person such as myself
Best Wishes and Kind Regards

Peter Vile    Director    Mobile: +64 21 633467   Email: pvile@augen.co.nz 

Hello Richard
I have just received your postcard reminding me of my personal challenge which was to put some "enthusiasm into a PowerPoint presentation" I needed to do. Well, did the presentation last week. Not 100% happy with it - took too long to relax but I suppose it was good practice. I reminded myself of the pointers you gave us and tried to implement them. Got another one coming up next week to the senior managers from corporate so a bit nervous about that one. My problem is the nerves seem great until about 10 minutes before kick off then the stomach goes crazy and it probably takes a further 10 minutes into the presentation to get the breathing sorted.

I will persist!!
Cheers
Dan Hodgson  Fulton Hogan Ltd   Business Manager - Mid North
Telephone 07 574 7618  Email dan.hodgson@fh.co.nz

v

From: farans@att.net [mailto:farans@att.net]
Sent: 16 May 2003 01:24
To: richard@geewiz.co.nz
Subject: Price Marketing article

Hi Richard,
I just found your article on "Price Marketing" and found it very informative. I was doing a search on Google on case you were wondering how I found it. I was wondering if you knew of any similar articles on this topic and if you can direct me to where I might find them online I would be very grateful.

Thanks again for a well written article.
Regards,
Scott Faranello   Seriously Good Web Design!   http://www.webanello.com
917-509-4046

Many thanks for your great ideas. This is just a few of the things we have done. Our gallery is already looking much better and we still have some of your other ideas that we are researching and are going to implement.
Hope things are well with you.
Regards, Lynnette Stoddart, QuadArt.

Hi Richard
I just thought i would drop you a line. last month at Bartercard i had my best fee collection thanks to your closing technique of silence.
i went out to a meeting and to pick up the fees, he asked me to come back on the last day of the month as he said that he had to pay other bills. and as he had till the end of the month he would pay then.

i took this and left.

thinking back i thought of your session and thought........ no, that's not good enough, i talk to this client at least 8 times a month and value my contribution to his business and so he should pay me.

before the last day of the month came and i popped around. i told him the reason why i was there again and explained why he should pay me the fees on time. firstly i gave him the info on a phone that he wanted. then i just sat
there...................................................................and waited, he talked about other things each time i answered his question and just sat 
there...................................................................20 mins later he said your not going to leave until you get your chq
aren't you.
i said...............yes.

i got my chq for over 1k and so i bet my best fee collection by 5%
thanks, just thought i would let you know.

Keven Jones
Account Manager Bartercard Christchurch PO Box 7627, Christchurch
Keven.Jones@bartercard.co.nz  http://www.bartercard.co.nz
Phone: +64 3 366 3315   Fax: +64 3 377 6606

Hi Richard
Just thought I would drop you a line and say thank you for what I have got out of your time management course.

 I have been doing one thing each day better and It is amazing the difference it has made! I have started to get into an awesome routine and am finding things are starting to flow much better from work into personal time, but the most important thing is that I am making some time just for myself. I feel this is the best thing out for anybody.

 Anyway thanks again and I am looking at attending your next seminar on "Motivation & attitude" in Tauranga on the 20th of May.

 Regards,
Logan Hunter
Middle Market Advisory
KPMG  Tauranga

Telephone:     07 578 5179
Facsimile:     07 578 2555
Direct dial:   07 571 1786 ext 878
Mobile:        025 529 450
Email:          LAHunter@kpmg.co.nz 
Website:       www.kpmg.co.nz 

Recently our Management team offered up a challenge to our telemarketing team which we accepted wholeheartedly, - well who wouldn't when there's lunch at stake. Today became our final hour, our target was exceeded.
We stayed focused, stayed tuned, and most of all stayed positive. During the challenge, I would look up on my wall and see that I accepted your challenge for change and just carried on.
Thank you Richard, for being a part of my success.
Ann Smith
Mass Healthcare Telemarketer.

Dear Richard,
Just thought I would catch up with you before the end of the year.  Boy has
it flown by!
I really enjoyed the Sales course I attended on Nov 5th at the EMA in
Auckland.
It increased my enthusiasm and my confidence when speaking with my clients.
I find the E of the SPEND acronym to be an effective sales tool that I had not used previously to the course. Another crucial point was the use of open questions.  I practice this at home, much to the bemusement of my boyfriend!  To be honest this is such a basic technique however I still have to be consciously reminding myself while speaking - was that a Who, Where, How, Why type question.
The most poignant memory of the day was the role playing.  You were down
right inspirational.

It is over a month now since I attended the course and I think it would now
be a good time to review my course notes.
Thanks once again for the great day.  Have a safe and happy Christmas.

Kind Regards
Debra Drinkwater
Technical Consultant,  Phenomenex
Tel: (1800) 553-929 
Email:  debrad@phenomenex.com.au
URL: www.phenomenex.com

Hi Richard I must say I enjoyed the time spent with you yesterday. I also
Have found myself dealing with my customers and other staff in a more
positive and friendly manner. The smile is the first thing I have been
concentrating on also the praising for work well done thanks again.
Lance Hopkinson
Ravensdown  Brunswick Rd  Wanganui.

Richard
Thanks for the insightful training.  Certainly helped formalise what I do
and also gave me more knowledge of the areas I am weak in and the direction
to turn them into strengths.
I have made the sales meeting with my staff more relevant and focussed as a
result.  (One of my goals)

Now for my CD.
Robin Hamon   Auckland Business School

Richard thanks for time and effort last week. I know with my team they out a lot out of your seminar and I have spoken with Sheila and she has had a similar feedback from her team. Now all we have to do is grab a hold of some of the opportunities out there.

Cheers Ross

Thanks for the great job you did at handling the tech side of my
presentation. It takes a load off your mind knowing that when you are looking
for lights and action it actually happens.
Much appreciated. 
Regards Peter

PC & CM SEWELL
2B THE ESPLANADE, CAMPBELLS BAY, 
AUCKLAND, NEW ZEALAND.
PHONE 64 09 478 4064,  FAX 64 09 478 4025
web site : www.petersewell.co.nz

Dear Richard,
Your website led me to believe that you were worth listening to and your presentation confirmed that. Now I must convince my husband of the value of your advice, and write a report for the Waikato Diabetes Society.
I would appreciate knowing about future seminars in Hamilton, either by email or by post.

Thank you again for a very thought-provoking session.
Heather Nelson 

Hi Richard

It's Kate Cruickshank from New Zealand Couriers and I just wanted to write and say a big thank you.  I went on your Basics of Selling (1 day) course on Monday, 07 October and found it fantastic.

Since then my sales figures have doubled and yesterday I had an hour and a half long appointment with a potentially $300,000.00 customer.  To put this on scale for you, the biggest client anyone has pulled on in my department (International) is $100,000.00.  The meeting went very well, I also had my Manager with me and we both agreed that there was
nothing more I could have done, no it is the waiting game, and obviously if she comes back and says no I still have added services to go back with.

Thank you so much for all of the stuff you taught me in that one day course.  I even feel more confident!

Have a good long weekend, and I'll let you know how I get on.

Kindest regards Kate
Kate Cruickshank   New Business Consultant   International Direct
New Zealand Couriers

Subject: RE: SAKS Group Manager's Training

Hi Richard
Thanks again for Monday's training session  - I was a little worried that the guys were a bit quiet during the session however after our Management Meeting on Tuesday it was good to see that they had taken everything in. 
They all suggested that our next Group Sales Meeting is to look at our company vision and in the meantime they are all going to meet with their Team to look at what their individual store vision is.  In fact Heath and his Team met on Tuesday evening and went through a SWOT analysis of the store and are meeting again next week to look at their vision and 90 day plan.

I am also having my monthly 1:1 with each of the Manager's next week and they have all promised that they will have completed a draft of their 90 day plan. 
I'll let you know how I get on.

Kind regards
Pip Austin  Sales & Marketing Manager   SAKS Group 

Dear Richard
Many thanks for your Geewiz News September/October.
I would just like to take this opportunity to thank you for the knowledge I gained on your "Handling Awkward Customers" course that I attended last month.

I have noted that we should always treat a customer as an individual.  I am trying to focus on them rather that just the product.  Using open ended questions really does help to achieve this.

I am now viewing a customer complaint or problem as our opportunity and are trying to maximise the opportunity that has been created rather than drawing on the problem.

I have applied the " Pumpkin Method" where necessary and it certainly makes a
tense situation much more lite hearted!

Many Thanks
Melanie Gillett
Customer Services, Moffat Limited PO Box 10-001 Christchurch

Subject: Dealing With Awkward & Difficult Customers Course
Hi Richard
Thanks for the great course the other day.  It gave me some other ideas of areas to look at when I conduct training.  It also gave me some other ideas of things to think about and use when I deal with internal and external customers.

You asked us to email you within a month of one action taken as a result of this course.  I have a few already.
They are as follows: 
I have started to prepare a training plan to do a training session on Customer Service and Dealing with Customers for all of our Checkout Supervisors, Shop N Go Supervisors and Lotto Supervisors.  This is going to take place in two weeks and will be staggered to try and cover everybody.

I am going to put the option of doing the same thing for Assistant Managers, and Supervisors of the various other departments to everybody at the Managers Meeting on Wednesday morning next week.

I had a meeting with the Office Manager on Wednesday afternoon re dealing with people in general and with customers.  As a result, she has asked me to put together something for her team (of which there is five). 

The Customer Complaint/Concern Form (which is one of three which we have in-store) is no longer only available downstairs in our Customer Service Desk, the Office, the Managers Office and at my desk.  It is now also available in every department.  I distributed packs on Thursday.  This was done with instructions on how to complete, what the procedure is and why.

We have had a new computer system installed this week.  The databases that I originally set up for our three types of complaint forms (Customer Feedback, Customer Complaint/Concern and 200% Quality and Freshness) are going to extended.  Initially I load the information, keep them up to date etc and five people can view them.  I'm the only one who can make the changes.  This is going to be changed so that all Managers can view them.
This will up the people that can view to 14.

There is also a new quote being used by a few Managers - 
"There are no problems there are only opportunities!!!"

Thanks a lot again.
Shelley Wootton     Compliance and Training Manager     Pak'N Save Kilbirnie
DDI:               04 8012053
Mobile:          021 479 800
shelley.wootton@foodstuffs-wgtn.co.nz

Hi Richard
Thanks for the presentation yesterday, I learned a lot of tips from it which will prove helpful.

Already I have made contact with an attendee who may prove to be a good "nest" for me. And have also made contact with another which may eventually lead to me installing some accounting software for them.

Another of the attendees Lyndsey Scott phoned me today having tracked me down though directory enquiries!  (My fault I should have taken many more business cards - but did not want to be seen as a card-pusher as you enacted it yesterday!) Our businesses should easily compliment each other, so an ensuing relationship may develop.

Thanks again as although my business is only at the fledgling stage I will have no major overheads so should be able to grow it, following your advice to build it one client at a time.

All the Best
Dave Trayner

Richard,
Some positive feedback on your seminar I attended yesterday. 

Today I halted an order I had in for new business cards. 
As Colt are  "World Leaders In:"  Louvre, Smoke Control and Ventilation systems, that is what my new business cards will now say.
Although relatively new in my role as Sales Engineer (background is manufacturing), I have never seen myself as a Salesman i.e.. SELL SELL SELL!!. I thought I lacked the necessary talk. 

I have always known that there has not been enough technical information out there for prospective specifiers and buyers to make informed decisions about my products. To this end I have spent much of my first year producing and distributing new technical info along with some sales blurb. I have produced a PowerPoint presentation on CD and had it registered with the New Zealand Institute of Architects, Continuing Professional Development Program. Now every Architect in New Zealand wants my technical information because he earns CPD points from it. Previous to this it was hard to get in their door. 
During the second week of September I have an invited expert arriving from Hong Kong and am touring the country giving free seminars on "Smoke Control" to  members of the Society of Fire Protection Engineers and any one else that can fit in. 

Sales are rising as Colts profile is increases. 300-400k per annum turnovers were the norm, I'm heading towards 800k-1 million in my 1st year. 

Why ? 
As you said " one way of increasing sales is to give the buyer the knowledge they need to make an informed decision "  
My goal now is to find other ways. Thank you for your enlightening seminar. 

Regards,   Andy Oakley

Hi Richard

• 1. grocery shopping online when busy is cost effective
• 2. newspapers are happy to place my ad in bottom right hand corner or prime spot..just by asking
• 3.adding my web address to my answer phone message has assisted many who enquire during the weekend
• 4.website has been upgraded with the nz flag included, we are now encouraging  international sales, previously we had promoted the site as nz only. and we now have our site listed with heaps more search engines.
• 5.during a recent mail box drop to promote ourselves at a craft fair I dropped discount tickets in letter boxes, then repeated the same area 2 days later, there were so many discount tickets handed in at the fair that the organizers sent me a cheque for $100 as a thankyou for the huge increase in attendance! the 2 times drop really worked( and the wines I shared with my walking friends from the cheque were much appreciated)
• 6. with the success of the mail drop I now send my newsletters out..(on a Tuesday) then repeat the newsletter again...more response have been noted.
• 7.I have been working hard at educating our retail outlets so they better understand  the benefits of our products for their customers. 

I wouldn't hesitate twice about re-ordering more moulds and other things from you. If our correspondence is any indication of how you and your husband run your business (professional, courteous and prompt) I'll be a loyal customer with more orders to come.

Anyway thanks again for the inspired thoughts and ideas.. I enjoy your newsletters too.
Hope to get the chance to hear you speak again soon.

Regards Darielyne.

Darielyne & John
Tel: 07 855-5588
Fax: 07 855-5165
Email: sales@homestylechocolates.co.nz
Visit our Website: www.homestylechocolates.co.nz
Visit our Gift Basket Website: www.yellowpages.co.nz/for/homestylebasket

Hi Richard
In your mad dashes about the country, you may remember visiting me at Eureka in June, and providing a free hour of your accumulated wisdom on what we needed to do to promote our business better.

I wrote up a very full account of your visit for the other directors (my kids), and we've been working away on it.

The most obvious result is evident in changes to our website (www.outeredge.co.nz) which are just completed.

We have picked up on 'explaining' the name of the Evolution Chair - the chair that evolves as your child grows.

We have also included 3 pictures of Grace showing how uncomfortable an ordinary dining chair (with or without cushions) is for a child, accompanied by one of her comfortably ensconced on a real chair - a 'not this but that' demo.

We have included a cheerful question and answer section to explain how the chair should be put together and adjusted.

We now have a picture of a child wearing the harness on the features and benefits page.

We also have a picture, which can be popped up large, of a baby wearing the harness on the options page.

Our order form now has on-line ordering capability, with secure credit card facility.  We have also included a sweetener whereby you only pay freight on one if you order two!

The next advertisement which will appear in the October edition of KiwiParent magazine (our best seller avenue) will have 3 photos - baby, child and big child, and the heading has been altered to 'the chair that evolves....', all as you suggested.

We shall be appearing fairly regularly in AgTrader, and will have a bigger ad in their next catalogue (due out October), plus an opportunity to have included some more advertorial text.  We got a lot of responses to the first showing in this catalogue, and odd ones are still coming in several months later.

We are already appearing in Bounty Bags for new mums in Wellington, and will shortly be appearing in Auckland ones too.

We have started to appear in Yellow Pages around the country, and already appear on the Yellow Pages website under The Evolution Chair.

Does that sound like a fair effort?  Given that I'm still writing columns and book reviews, running the company, managing my lifestyle block, and now being a teacher aide for ESOL kids 10 hours a week, not to mention being a SuperGranny, you can tell there isn't a dull moment round here!

Thanks again for all your help.  We really appreciated it.  The best prize I think I've ever won!

Cheers
Sue Edmonds
Outer Edge Systems Limited
Hooper Road RD4, Eureka, Hamilton
Tel/Fax 07 824 1944     Mobile 0800 OUTEREDGE  or   025 271 4301

Sent: Wednesday
To: richard@geewiz.co.nz
Subject: NZ Sales Management

Dear Richard
Congratulations on your book!
Everyone here at CCH thinks it looks terrific. I have a copy propped up on my desk as a lure to unsuspecting passers-by. Boy, does it reel 'em in! 
Anyway, thanks for all your hard work and your marvellous copy. We'll see you on
Friday and watch the sales begin.

Cheers.
Kate

To: richard@geewiz.co.nz
Subject: Your book

Richard
Your book is now published and my congratulations. I am very happy with the finished product and I hope you feel the same.
You have written an excellent,  comprehensive and easy-to-understand treatment of sales management and we are confident that the book will be a success.
My thanks for your prompt turnarounds during the editorial process, it was much
appreciated.

Kind regards
Terry

Dear Richard
Just a quick note to repeat (in all sincerity!) what I said this morning.
You have been a gem of an author to work with -- so prompt and going the extra mile when you have already been pushed pretty hard.
I really do appreciate it: you effort has made a huge contribution to meeting a very hard deadline. You're a champion (to coin your phrase).

Thank-you Richard.
I only hope you manage to grab some time this weekend to your feet up.
Back to the typesetting . . .
Kate

One guy who is pretty creative, and will pull the crap from the reality, is Richard Gee -  Richard@geewiz.co.nz Tel 0800 433 949 or 025 720 410

Regards
Tony Falkenstein
Red Eagle Group
PO Box 663 Shortland St AUCKLAND
Tel: 09 379 2720
Email:  tf@redeaglecorp.co.nz 

-----Original Message-----
From: 
Sent: Tuesday, 25 June 2002 6:40 a.m.
To: Tony Falkenstein
Subject: Marketing !

Good morning.

I am trying to find an innovative, creative, not the usual, marketing strategist for a start-up Video Vending operation.

Do you know such a person ??

Subject: Time Management
Just a quick message as I of course am on a tight schedule.
Our office has been terrible for multitasking and always putting the bigger jobs off. 
We have learnt to do one thing at a time and also to spend the spare five minutes on the larger jobs and we have found out that it makes a difference to our efficiency. 
Thank you for your teaching 
Angela
The Events Company
PO Box 28089 Christchurch New Zealand 
PH: 64 3 332 9797
Fx: 64 3 332 9799
The South Island's Leading Event Management Company 
We believe that: "Every Day is a Special Event"
Check Out these great web sites:
http://www.lerace.co.nz
http://www.SavourNewZealand.com
http://www.twodaywalk.co.nz 

Hi Richard , Thanks for the tips from your very positive news letter , I have only two people working for me and I do all the R & D , M most of the production as well as the marketing. Your seminar at the Biz program which I attended was very helpful , I have recently developed an exciting new product for the motorcycle industry, since your seminar I have approached Resolver Ltd with their help I've started work on a professional website with the international market in mind. I have also added another sign outside my workshop , started advertising in a national magazine and place display stands in three of the largest motorcycle shops in New Zealand . So the next twelve months is a very important time in the growth of my business and your advice was very helpful , thanks again I am more than happy to receive your news letters 
Kind Regards    Steve Bridge

Hi Richard,
A quick note to say thank you for the opportunity to attend your "People management" seminar. I have accepted the "challenge for change" and made use of much of the information you passed on to me already. 
Regards
Craig Garner
Chief Executive, Chamber of Commerce Tauranga Region

Hi Richard,
I really enjoyed your 2 courses in Tauranga last week. I've  implemented your cheese strategy of taking the available small bits of time and using them on the important things , instead of waiting for there to be time enough to do the bigger jobs.  That helps me also get on with what's important as I've always tended to put off the A category jobs  cause there needed more time . The cheese strategy is ideal for me as it then makes anything possible.
From the other course of one to one marketing, I've implemented the 3 contact principle, and this seems to be getting me in the door by sheer persistence ! 
Thanks again. Look forward to hearing your double CD you offered for letters
within 30 days on how we'd put  the course into action.

Louise Rowe-Frandsen
Frandsen Imports Ltd.

Thursday Morning Swap Hamilton
Thanks for coming down to Hamilton and presenting a really great talk,  We all loved it.

 Brian  and Mary

Yes I did enjoy your Seminar on "NZ Based Strategies that work" which I attended on the 19 April at The Hamilton Club.  Yes I have implemented something positive to my Business & that is that I am on the internet & back with Xtra which is the server on my Business card.  I am in the process of up dating my Business Cards which you did provide very helpful tips that I am utilising.  Next is my website which is now prioritised to the next job on the list & will be up & running shortly.  The design for my work trailer has been now completed to make my Business more mobile so I have started organising that project into action.  "One looks behind & there is nothing there so one keeps going forward"  looking forward to listening to your CDs thankyou for the opportunity.  My contact details are Kerry Abel 41 Enderley Avenue HAMILTON Ph: 07 854 8976 Mobile 027 280 7958.

 Kindest Regards     Kerry Abel
Design Consultant  EYE SEE IT VISUAL DISPLAYS

                As I said to you at the end of your seminar I'll have an email to you before you get home, did I make it?
I was able to say that because I knew when I got home I had two quotes to do and have changed the way I write them using your ideas. The quotes sound great to me so they will sound great to my clients. This of cause is not the only changes I'll be making in my business, Thank you for the great advice.
So it was very easy for me to make use of your offer on the tapes I look forward to hearing them. 

Regards Tony Cottrell
Northern Industrial Rustproof (2000) Ltd 

Subject: Marketing plans in action.

Dear Richard
It is always good to get some practical ideas from seminars, especially when
they can be implemented easily and quickly.  Thanks for the ideas.

The challenge you set at the end of the seminar was to action 2 ideas from
the seminar.
Mission completed!!

Acquisition cost was completed for one of the UK companies we place teachers
with in the UK and .  Comparing advertising cost to revenue received was
very surprising and encouraging.
Designing an advert.  Re-written, focussing on the benefits, rather than the
features.  Was also an easy way to get the 'guts' of the advert in a smaller
space.
I look forward to checking out your future seminars.

Regards
Vicki Campbell
Recruitment Consultant
vicki@edperson.co.nz
Education Personnel Ltd
PO Box 14 694
Wellington, New Zealand

Hi, I attended a training seminar you recently held at the Wgtn Chamber of Commerce.  This is just a quick thank you note to let you know how much I appreciated your thoughts and suggestions.
RMA Solutions is a new company in the process of building itself up.  As you can see, we have taken on your suggestion of our company logo on our emails, we will have finished our website by the end of this week, are updating our business cards and have hung a flag in the office foyer.  These are only a few of the actions we have taken as a result of your seminar.  I personally am in a positive frame of mind and am motivated to get out there and do it.

Thanks again
Regards
Corey Roderick
Planning Consultant
www.rmasolutions.co.nz

 Dear Richard

 I wanted to let you know that I've just had my first real live
 appointment with a potential customer since the course.  It's the first
 time I've been so prepared!  I used the SPEND plan and stuck to it, and
 it worked!!!
 Although I was still nervous, having a decent structure to the meeting
 made it much easier.  I am now much more confident in my own ability and
 can't wait to get out there and get some results!   This afternoon I am
 going to utilise my newfound skills in dealing with price objections as
 I have a client who keeps expecting us to match lower prices.........
 The course was extremely beneficial and I really appreciate your help.

 Have a great weekend,
 Kind regards
 Naomi

Hi Richard,

Thank you very much for the wonderful seminar you presented for Lindsay Grace and the Grace Team clients yesterday in Tauranga. It was a wonderful experience particularly that finally someone in New Zealand is waking the flightless bird (mainly us Kiwi's) up and to start being proud of ourselves and our wonderful nation, who per head of population achieve wonderful levels  of success  in many areas of ones quest in life.

We at team Independent derived a great level of benefits from the seminar, e.g. networking opportunities, areas of our lives to brush up on in order to become successful and especially that the team came away being the richer for the Geewiz experience.

We wish you every success for the future

Kind Regards     Craig Lankshear
Team Independent

Hi Richard,

I have just received your wonderful CDs - thank you so much! I really appreciate them and will listen very carefully, again and again. 
You are an amazing man and it is a privilege to know you.
See you soon.

Marie
Become a great speaker!
Download MP3 audio speech lessons at http://www.simplyspeech.com
Good speech can change your life

Hello Richard
 I recently attended the DMA presentation where you were the guest speaker.
 It was fantastic to see such compassion towards New Zealand.
 As you suggested I have put into practice a few things from your talk, one being the investment statement, I changed it round from price to the investment of your contents and it really worked.
I have put more people on cover for insurance than had previously before attending the talk, and the SPEND process also works when selling the concept of insurance.
 NZI is going to have you come and talk to us soon and I am looking forward to listening to you once more.

Thanks
Susan Griggs - Customer Service Adviser
 NZI Call Centre

Richard - - -
You make it so easy!
I was sitting next to my client this morning when you talked about the value of testimonial letters.  I (gulp) requested one and was sent a terrific letter.  THANKS!!!
I’m so inspired that I have contacted a couple of more satisfied clients . . . and asked.
So Mr. Gee, it did not take me 30 days to put a suggestion into practice.  (Yes, I’m so looking forward to hearing your double CD.)
You did a terrific job this morning, congratulations.
All my best,

 - - -  Michele Comeau

PS.  My client emailed me with the following: I really enjoyed the
breakfast this morning, I have already been telling others in the department
how they can make today better than yesterday.

Thanks Richard, Thanks for the 90 day action planner, you were mighty yesterday, I can see why you're successful, when you move other people forward you automatically move forward yourself, so here's to more success coming your way, you earn it. I have started several things from yesterday you were so motivating and informative, I left on a high and have been working [having fun] ever since. Thanks again the morning was brilliant. 

Kind Regards       Jan McCallum

Hi Richard

 Thought I would pass on three  successes I have had already since your course.  I have been sending out a lot of franchise info packs to people who express interest in the franchise from a profile/advert we have in NZ franchise magazine.  Previously I have not persisted with following these leads up beyond leaving a message on the phone.  I have not overcome objections when I have got through to them in person.  The key we have found previously in selling  franchise is being able to meet the person face to face.  So this was the object of my follow up calls this time./  This is what happened.

 Persistence

 I phoned back 2 franchise prospects who had previously not made a commitment or returned my calls.  I have now set up face to face meetings with both of them.  After asking a lot of open ended questions of the second person I got LOTS of great information that I can use to highlight the benefits of our franchise too him when we meet him. 

Using a benefit to set an appointment

 On the second person I used the following line to get a face to face appointment:
 "Our Auckland brokers are currently experiencing tremendous success with our mortgage broking system.  how would you fee about coming in to see how the operation works?"
 This was enough to get the guy to commit to a face to face interview.

 Overcoming Objections

 Rang a third prospective franchisee.  Conversation was as follows:

 Me "What did you thought of the information we sent you?"
Prospect "It seems to me that you are a young persons team.  I am a lot older"
 Me "Someone older can be good in our business because it makes the client think that you are experienced, making the sale easier, what do you think?"
 Prospect "yes, I suppose you're right.  Actually I am interested in the residual income"
 Me "yes.  Our franchise offers the ability to earn a substantial passive income and build up an asset that you can then sell for a good profit.  What do you think of a business like that?"
 Prospect "I think its good, it is far better than a business with no residual income".
 Me "How do you feel about getting together face to face to discuss the proposition in more depth"
 Prospect "Yes, I would like that"
 Appointment was set for next week and I am going in.

Thanks for the hints and re-motivation!

 Karl

I really enjoyed the Sales Seminar last week, good fun, good ideas but even more important...it has made me really think!!!

Already I have started planning sales calls and using some of the techniques learnt...

On the seminar you asked if we could send you an example of how we used a sales technique from the course. 
...I sent out a proposal  to a client last Thursday (while on the course!) and spoke to him on Monday. He said the proposal was great but....."could I sharpen my pencil" (Sure if you want me to poke you in the eye! I thought to myself). My old reaction would be to say maybe we could knock off 5% but with my new found sales skills the idea of a discount never entered my head...I told him I could reduce the price but I would have to remove some content, which benefits can you afford to do without? After a few seconds silence he replied that he couldn't really afford to do without any and went on to ask me when we could start! It was so easy!!! I realise now he had to ask for a discount, he didn't have to get one, just ask for one!

Brent Neighbour

Hello Richard

Just a note to say thank you for allowing me access to use your web site and newsletter at WIB conference

I am pleased – no delighted to say it was a resounding success – my first Biggie in NZ and I made them laugh and I made them cry!  Hey - can only do it with a bunch of women I know!

This is a still of my closing piece – body art butterfly who performed to “you are the wind beneath my wings”.

Talk soon – my web site is under reconstruction – you may like to see some other body art /special effects make up

Who knows – you may well require something for a client. http://members.nbci.com/bodyrt/

Thanks again – and thank you too for the generous way you support others in NSA!
Word gets round  . . . 
You are a pretty good Jo !
Talk soon 

THE MARKETING MONARCH
Pat

Pat Armitstead ASM
Creative Director, Professional Speaker 
Take One Productions Ltd
PO Box 101 496
NSMC, Auckland
Ph 021 687635   09 444 9261
Fax 021 291 6786
e-mail take1@xtra.co.nz 

Dear Richard

Regards       Margaret Clarke

Hi Richard! I just wanted to take the time to thank you for the past 2  courses that I've attended.  I left them both feeling very positive and excited about the tasks I have now set to achieve my goals of better prospecting and achieving my goals of becoming the Account Manager I've dreamed of being.  

I look forward to learning from you again!

 Kind Regards
 Mirjana Glavas
 Account Manager
 Quay Computers Corporate

Richard,
Hi - I returned today from our Melbourne office to find the kind words you
wrote in the latest NBR, just a quick note to thank you and in return
congratulate you on 'Practical Marketing in New Zealand'. I have just
purchased a copy and have thus far found it a great tool for my team to base
their work around - Well done !!!!!
Best regards

Edward Owens
Marketing Manager
dmg world media (nz) ltd
edowens@dmgworldmedia.co.nz

Dear Richard

Several weeks ago, I had the pleasure of being at your workshop on
Professional Competencies.  Like making cheese - some things take time -
and I have just visited your website.

WOW is the operative word

Many thanks for the extremely generous way you share your skills,
knowledge
and wisdom.

Best wishes
Diane Levy

Richard just a short note to thank you for sharing your experience with me on the managing the sales team course of two weeks ago. I really enjoyed the course, and have found that many of the practices I learned that day have helped me to improve the performance of both myself and my staff.

I look forward to attending future courses. 

Regards Paul Dizac

Dear Richard,

It was great having you talk to the team on Saturday. The presentation and ideas were right on the button and the feedback from the guys has been extremely positive. We had some great sales over the weekend!
We look forward to having you back at Route 66.

Regards,
Todd Male.

Richard Gee has been involved with us for 2 years. His brief was to help as a person to provide feedback on management direction and marketing development. His input in these areas has been invaluable. He constructively argues our plans through with us and suggests ways we can view issues from other sides. That's the role of a good consultant and we're delighted to be involved with him on a continuing basis. 
John Davies
Training Point.Net (formerly FIRST Training)

TO WHOM IT MAY CONCERN

 I t has been my pleasure and privilege to work with Richard as a co- trainer and consultant over the past twenty years.

 During that time, I have never ceased to be impressed with his results centred professional approach, and his ability to inspire and motivate other people.

 More recently, I have been involved with him in his capacity as Education Director of SMEI, in which role he has helped me and this institute immensely in inculcating appropriate professional attitudes and behaviours into the sales professionals and managers of tomorrow.

 I whole heartedly recommend Richard as a trainer, consultant and mentor to any organisation seeking to upgrade their performance in Sales and Marketing.

 Alastair Emerson
 Sales Programme Developer
 Department of Applied Management
 Unitec Institute of Technology
 Auckland
 NEW ZEALAND

The evaluations testify to both the content and your presentation style and it was obviously enjoyed by all. Thank you Richard for the time and effort.
Cynthia Munro Wellington Chamber.

I really enjoyed the Sales Reviver course you gave on Wednesday. I left feeling motivated and full of good ideas….
Myriam,  Copybook

Thank you for sharing your experience and views with us…
David Williams, Just Magic

We thoroughly enjoyed your address and are grateful to you for giving generously of your time and thoughts…
Devon McDonald, Whitford

Congratulations Richard on presenting a well planned marketing presentation "Better Than yesterday". Your presentation was excellent, the research thorough, and the information on Marketing/Advertising/Selling was extremely informative. Our agents went away with a better knowledge of Marketing for a small business, renewed energy & reassurance that they were on the right track!…
Trish Bunting, Magic Seal World Conference.

I came away with a number of ideas to try and I will do one thing better every day, many thanks
Judy, Right Words

Thank you Richard for the co operation and enthusiasm in helping to make our sales schools successful.
Dave Stranaghan, Fisher & Paykel

The Seminar you gave has been very successful and gave a invaluable reviver for re enforcement of several areas of service and techniques, and was very successful….
Sandy "Oraltec"

Your talk has given food for thought to our members and it is always cheering to meet someone who is optimistic and enthusiastic about living.
Eleanor, Probus Club

Thanks for a great presentation on Wednesday night….
Johanna Auckland Chamber of Commerce

 You have managed to deliver quality teaching and a great learning environment for students…
Kevin Pryer AIT

v

Thought you were quite dynamic…
Patricia "SWAP"

Thanks for address at our Sales meeting , I have had several clients phone this week to report how much they had enjoyed the meeting and were helped by your sales motivation and training…
Jill "Design Marketing"

Positive feedback and we were inspired by your customer service philosophy….
Vicki " Auckland University

We would like to thank you for the fantastic job you did for us last night…
Tim Livingstone BBW

As a result of attending your Relationship Marketing seminar we have completely re vamped our newsletter and the response is fantastic….
Aynsley Dewe, Professional Health Products

Thanks for your presentation at our annual conference, we will be looking at using your services again..
Todd "The Tile Warehouse"

The ATV Club was a huge success, in no small part due to your contribution..
Wilson Owen ATV Television

I have seen many presentations of a Marketing nature, and your delivery was by far the most enthusiastic motivating delivery I have seen…..Richard you handled the audience superbly….
Duane "Pacific Plaza"

The background and preparation work that you completed in advance, ensured that the topics addressed our specific needs and opportunities in the retail market place effectively. Combined with humour and entertainment our dealers were given a clear message that times were changing and they had to change with them.
For Casio...
Luigi "Mission Control" www.missioncontrol.co.nz 

Sincere thanks for the excellent presentation to our team…
Clyth Macleod Ltd

Your assistance to review, develop, and implement practical marketing strategies for Logistic Installation Ltd was very successful and the on going benefits are still being enjoyed…
Ian Fahy

Corporate References...
Richard has many references from a very diverse client list.
You're invited to view some of them>