Easter Charity Prize Draw

Easter Charity Prize Draw

We need your help!

Last week a Giant Chocolate Bunny escaped from Big Bag Jellies and hopped into our office. Never underestimate the effort it takes to chase a hopping mad 2ft Tall, 2.5kg Belgian Chocolate Bunny  (The team at ActionCOACH will be taking the stairs more often as a result).

When we called the Botanic Marketing Team at Big Bag Jellies to get them to collect their escaped bunny, they told us their hands were full chasing a rogue gingerbread man!  They suggested we use the bunny to raise much needed funds for Mary’s Meals who can feed a child for a year for only €15.60 in 15 of the poorest countries in the world. The cost of 1 restaurant lunch or a fancy easter egg  can feed a child for a year in countries like Haiti, Malawi, Kenya, Thailand, India and ensure they continue their education.

So there you have it, if you would like to offer a Giant Chocolate Bunny a home for Easter simply click here to make a donation.   Every donation no matter how big or small will be entered into next weeks Giant Bunny draw so please help us by donating today. This is fundraiser is to support the efforts of our good friend Stuart Sheehy who does so much great work as a volunteer with the Dublin Supporters of Mary’s Meals.

To learn more about the great work the volunteers at Mary’s Meals do in some of the poorest countries of the world watch the below video.

Every donation regardless of size is greatly appreciate, every penny counts. Please support by donating here.

4 Stages To Becoming A Sales Master

4 Stages To Becoming A Sales Master

For those of us who want to become better at sales, or teach our team to do so, there is one tool that can not only help us become more confident with selling but allow us to replicate what we do. That tool is creating a successful sales process.

As Bob Rotella told us at Pendulum Summit, major winning golfers obviously have a lot of talent, but more importantly they have a process that they follow to ensure they are successful and they practice it over and over to ensure they can perform consistently well. As Arnold Palmer once said “the more I practice the luckier I get.”

The same is true for master salespeople. Yes, there is an element of skill to becoming a great salesman, but like all skills they can be learnt, it just means that some people learn faster than others, but if you have the determination and discipline, these will more than compensate for any lack of skill. Becoming master salesman can be broken down into four simple stages:

First Stage: Understanding Sales

The first stage is to understand what selling is all about. Many people have the belief that sales is a bad thing because they hate being sold to and have probably had a bad experience of a bad salesperson in the past. People like to buy but they do not like to be sold to. If you change your sales belief to one of “professionally helping people to buy” then suddenly sales can take on a whole new meaning.

The Second Stage: Improve

The second stage is to improve your skill at sales, and like all skills there are two ways to do this and the best way is to use both. Education, via reading, courses, online tutorials and real life practice. “Just Do It” as NIKE say.

The Third Stage: Build Your Process

The third stage is to build your sales process. A framework we recommend to clients was devised by one of the best sales trainers in the world, Tom Hopkins, and comes from his book “How to Master the Art of Selling”.
This sales process involves 4 steps:

  1. Build Trust
  2. Find the Need
  3. Show How You can Help
  4. Hurry to a Close

The process has to be carried out in this order.

Step 1: Build Trust

If you have not built Trust with your prospect then you will never sell to them, and this is the feeling you get when you are being sold to.

Step 2: Find The Need

Need has to come before Help , because if we do not truly understand what the prospects needs and wants are then how can we be sure what we are offering to help with is actually the right thing. The only way to really know the need is to ask questions and listen. Have you ever met a sales person who launches into a speel about how wonderful their product is before they have asked you a single question?

Step 3: Show You Can Help

The third step is to successfully educate and communicate how your product/service can help them meet their need. It might be fantastic but if they do not understand then they will not buy.

Step 4: Close The Sale

Only when you have completed all three of the previous steps can you attempt to close the sale, but close it you must. If you work hard on steps 1-3, helping them buy will be easy and natural, but if you forget then all that work is wasted and you rarely get a second chance.

The Fourth Stage: Measure & Improve

The fourth stage to becoming a sales master is constant and never ending improvement or Kaizen as the Japanese call it. In your sales process, your main feedback source will be your Key Performance Indicators, such as conversion rate, number of transactions, average value of sale. So you need to constantly analyse these figures then set new goals and plans to improve them.

Sometimes you will need help to see what is going right as well as going wrong and this is why more and more business people are following the lead of sports stars and getting themselves a coach who can provide independent and professional feedback. As the old saying goes “you cannot see your own bald spot”.

If you want to build a great business you have to build a great sales process.  Are you ready to take Action to become a Sales Master?  If you would like to discuss how we can help you achieve this goal take a moment to request a call back below.

Tell Me More

Lets discuss how we can help you improve your business by:

Business Coaching

Employee Engagement

Leadership & Culture

Learning & Development

Executive Coaching

Keep My Details to:

Success Story : Kevin Egan Car Sales

Success Story : Kevin Egan Car Sales

The story of how Kevin Egan Car Sales has grown from selling cars from the side of a house to being a rapidly growing business employing over 20 staff from the local community of Carraroe in Co. Sligo is truly remarkable. Even more remarkable is the short time frame over which this Success Story has taken place. I visited Kevin as he was preparing to move to his new site as part of his expansion plans having recently joined the Peugeot franchise.  Kevin has all the traits you’d expect from a successful entrepreneur ; drive, focus and ambition. His passion for what he does was immediately apparent as he gave me a walking tour of his operation and described the evolution of his business.

“ I’ve been in business 8 years  and have been dealing with ActionCOACH for 4 of those years now. We first moved into the yard with 14 cars but within a few months we grew out of it and needed more space so we ended up having to rent another site at the back of the yard from a separate landlord. We then hired 2 after sales staff to run the workshop. We got extra space and could offer more cars online and grew from there.”

Managing Growth

It didn’t take long for Kevin’s success to appear on the radar of the Irish car industry. Not only did he need a spacious trophy cabinet but banks were also beginning to take note.

“In 2013 we won our first Irish Car Dealer of the Year Award and that put us on the map. After that we had banks on the phone offering us loans and more credit.  From 2012 to 2015 we went from 15 cars to 115 cars in the yard.”

With 4 staff and a growing business Kevin had a vision for where he wanted to see his business go. Like all good leaders he was not only aware of his own strengths but he recognised the areas where he needed additional skills and experience. He explains his decision to start working with his business coach, Jeannette Naughton.

“ActionCOACH came on in 2014 and guided us through how to go about expanding the business, to manage it cash flow wise, internally, staffing wise, as well as on how I coped with it too.  A few years ago I was a sales person now I was a business owner managing an expanding business. The business was working and making money but the growth needed to be managed and that’s where ActionCOACH came in.”

2 Key Decisions

The business’ growth accelerated between 2014 to 2017. Whilst many people would be forgiven for accepting the limitations that come with being a new small business, Kevin overcame every hurdle with a systematic strategic approach. He had two key decisions to make to ensure continued success into the future.

“We were at a disadvantage with the size of our yard compared to the dealers we wanted to compete with so we needed to compete online. We invested just over €80,000 in a turntable to make our website look better and have a 360 view of the cars rather than just a static image.  That was a big decision but it’s paid off as it made our website stand out from the crowd.”

With a website now delivering a best in class experience by allowing customers to have a 360 degree view of the entire inventory from any location, Kevin turned his attention to planning for the potential impact of Brexit.

“The other big issue for the business was Brexit, we import a lot of our used cars from the UK. It’s been great in 2017 and end of 2016 year with Sterling rates but at the same time too once 2019 kicks in what do we do?  Do I wait until 2019 or have a plan B now, so that’s why I bit the bullet and took on the Peugeot franchise. We couldn’t have done all that without the help of Jeannette at ActionCOACH.”

The Future

The growth of Kevin Egan Car Sales has been staggering, growing from 4 staff in 2013 to over 20 staff in 2018. It is clearly set to grow further having joined the Peugeot dealership and recently moved to a bigger site.  As Success Story’s go this one will require many more follow ups to document the continued rise of Kevin Egan Car Sales as Kevin outlined his ambitions for the future;

“I want to grow the business again and from the ActionCOACH point of view have a profitable business that works without me, we are getting there but are not there yet. It’s a case of building an asset for myself.”

Take a look at our short video documenting this Success Story.

If you would like to tell us more about your own business and discuss how we can play a part in your Success Story call us today or complete the below form.

Start Your Success Story

Get in touch today and find how we can help you improve your business through:

  • Business Coaching
  • Employee Engagement
  • Leadership & Culture
  • Learning & Development
  • Executive Coaching

Keep My Details To: