Over the past decade (and some), Jon has been involved with sales on multiple levels, and within multiple disciplines.
Having had a career in Sales, Sales Management and as a Branch Manager for many years, Jon knows his way around the Sales Process, Sales Management, Sales Coaching, Strategic Selling and Retail Experience Improvement Strategies.
Jon is currently responsible for running multiple Businesses, and sales has been, and still is a daily task. As the saying goes, he eats, breaths, sleeps and dreams sales and the Customer Experience.
But Jon also a professional Customer – buying stuff all the time! Be it Online, face-2-face or browsing through a store, Jon is buying stuff all the time.
JON THE STORYTELLER
We all love listening to or telling a good story! And it's generally agreed that we use Storytelling as a way to transfer knowledge and learning experiences from one generation to the next.
And everyone loves a good Story.
It's the reason why Netflix, YouTube, Showmax and many other streaming services not only exist, but flourish! Stories that seem to ‘talk directly to us’ and that we can relate to on a personal and aspirational level, are stories that we remember the most.
These memorable Stories are often linked to how the Story made us feel. Our own experiences, both good and bad make us feel a certain way, and we remember more the way we feel then what actually happened. So to communicate the context around these feelings and to tell others what happened to us that made us feel the way we felt, we use Storytelling. And its these personally relatable stories that leave a lasting impression on us.
In Jon’s talks he use relatable stories of real-world, day-to-day experiences when talking to people about Customer Experience, improving your Sales Experience, growing your Business and Authentic Leadership.
Through his Stories, Jon encourage a change in perspective of his audience by giving them an alternative narrative to think about.
- WTF I know about Sales!
- WHAT THIS TALK IS ABOUTSelling the right product or service to the right customer (up and cross selling) and creating value in your sales proposition gives your customer or client a compelling reason to do the deal with you!
W T F - 3 easily memorable letters, and 3 memorable points that are often forgotten, misunderstood and more often than not, when neglected can negatively affect your ability to close the sale.
In this talk, Jon talks about the importance of the following 3 topics:Asking WHY your customer or client is wanting your product or service.TRANSLATE your product or service into language that your customer or client can understand, in their words, that makes it easier for them to see the solution your product or services offers themFOLLOW UP on every agreed upon promise and process needed to close the deal. You need to do the work for your customer.
- What you can control in Sales
- WHAT THIS TALK IS ABOUTToo often, in sales, we look outward at all the reasons why we are not performing. However there are many personal elements that are in our control that can have an immediate and positive effect on how increasing the likelihood that customers want to do business with us - as individuals.
When you’re the person talking to customers or clients, it's fair to say that there are many, many elements that you are not in control of. There are physical elements and strategic elements that are largely out of your control.
In this talk, Jon talks about 5 things that we are absolutely in control of. Not sort of, or reliant on someone or something else. 5 things that we are 100% in control of!Being prepared to sell
Be obsessed with your own Customer Experience
Don't tell them, show them
Pull, don't push
- WHAT THIS TALK IS ABOUTHandling conflict is an unpopular but necessary EQ skill needed in any sales environment. Things don't always go according to plan, and customers do get upset. How you handle this can lead to increased revenue, no more revenue, and in the worst case scenario a loss of revenue.
In this talk, Jon talks around how to take constructive criticism from a customer, learn from it, and add this learning to your sales deck.There is a massive double standard when it comes to product or service knowledge. It's often said that with freely available access to the internet, your customers know more about what they are buying than you do selling it to them - so if they know what they are buying, why should you know what you are selling?But when a customer has a complaint about the product or service they purchased, then suddenly they are labelled as 'idiots', 'unreasonable' and we tell them that they 'don't know what they are talking about' or that they are using our products or services wrong.But don't they know more than we do?
- Being an Infinite Business
- WHAT THIS TALK IS ABOUTStarting your own business is an incredible journey! But it's equally terrifying...Statistics are against you making it. Competition is huge. Your prospective customers probably already have a service provider - so why should they change to you?
In this talk, Jon talks to small business owners about designing their foundations to ensure an infinite existence - not just surviving, but lasting for a very long time!Why did you start your business?Why do you employ who you employ?What makes your company different?Why should anyone do business with you?What do you tell people you do?
How to stick around for a very long time!