To Whom It May Concern,
Hearing Life is a national retail chain of Hearing Care clinics. For many of our clinicians 'selling' is a dirty word!
The task that we gave to David was not a small one- not only to educate our clinicians in improved communication and motivating strategies to use with their clients, but also to bring about a cultural shift in our organisation.
Throughout July we flew David around Australia to present one-day training workshops in Sydney, Brisbane, Melbourne, Adelaide and Perth. Meetings were also held with each of the State Managers as we travelled around where David encouraged their commitment and ensured their buy-in to the process. Prior to our national road show David went above and beyond the call of duty to familiarise himself with the Hearing Aid industry and our particular retail consultation requirements to customise his presentation to our particular needs. He was very receptive to our requests and showed a total commitment to provide appropriately targeted and culturally acceptable material.
Given that he was working with a quite varied group of clinicians, some who were very challenging, he handled the workshops and objections in a way that show-cased his skills as both a presenter and a teacher. The workshops were powerful and compelling and the 10 hour day flew by.
Interestingly, many of those that we thought would not embrace the change actually have. We have seen immediate changes in our sales figures, and the result has far exceeded even our most optimistic expectations. Our clinicians are even surprising themselves. They had thought that they were good communicators and motivators- they see that their clients are now much more engaged in the consultation and more committed to a higher-technology solution for their problems.
Many of the management team attended the workshop also and have incorporated the skills into their daily work life.
From my very first meeting with David, and in all of my dealings with him over the last two months, he has always impressed myself (and others) with his high level of professionalism and passion for what he does.
Our Managing Director (who attended three of the workshops himself) was very impressed with David and the sales training- "exactly what we needed". There has been a significant change in our Average Selling Price (ASP) within days of the workshops to levels not previously seen. We are now looking at how we can use more of his expertise to refine our customer service interactions, telemarketing conversions and consultation resources in line with our new processes.
On a more personal level, I feel that he has given me much to think about and new possibilities in both my work and private life. I have heard many of my colleagues say similar things following his training.
I would strongly recommend David as a 'Sales Surgeon' to any organisation that really wants to be successful.
Jan Pollard
Chief Audiologist/Training Manager Bsc(Hons),MEd,DipAud,GradDipHithAdmin, MAudSA(CCP)
Hearing Life, Parkside SA
Dear David,
I am writing to commend you on the dynamic, engaging, entertaining and impactful sales training you conducted at our recent Annual Sales and Marketing Conference. I was impressed with your professionalism and the quirky yet powerful delivery of the training you provided.
Some of the feedback we received from our team includes: Dave was terrific and refreshing.
Sales training!
Engagement of audience (David).
Excellent guest (David) he kept my attention the whole time!! Sales training was very good.
I enjoyed David's program, very inspiring, looking forward to putting the scripts into action. Great sales training.
Having an outside speaker was refreshing and energizing. David was very engaging. David, sales trainer, definitely motivated the team.
David's presentation which was re-motivating and inspiring. David's workshop was great.
We are about to put the scripts into action and have set a meeting in six weeks time to discuss the impact of these and the effectiveness of establishing phone blocks and removing distractions. I am also in the process of collating our Unique Selling Benefits and will be publishing these as a visual aide. I look forward to providing you with further feedback as to the success of these concepts in the near future.
David on behalf of the Paper-Pak Management Team, thank you for challenging our teams thoughts, for the powerful techniques to get past the gatekeep, for your useful tips on building rapport and for the engaging and energetic delivery of these messages. I would have no hesitation recommending you to other businesses looking for a highly interactive, credible and commanding presentation to their team.
Kind Regards,
Jane Downs Marketing Manager Paper-Pak Pty Ltd
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