For you Michael

1. The getting of sales wisdom u

2. We were one of only 2 business invited back to tender: the client feedback was “ANZ was the only business to really take the time to understand the key priorities of this business and not go into product mode”. They said this “was refreshing and what the company was looking for in a partner”. “And, you know, not once did pricing enter into the discussions - facilities did, but not pricing”. “This was the best discussion I have ever had with them, and the client feel that it was the most productive discussions they have ever had with any bank”. ….ANZ Regional Commercial Banking bucked the trend and invested in the long term development of its front line Relationship Managers “I have now strongly re-focused my existing sales knowledge and have been provided with new tools to assist with challenging market”. “This has been very useful in my business plan going forward “. “I am privileged to have attended this course at an early stage of my career”. “I will definitely make a conscious effort to put new practices in place to improve my sales focus and ability”. and the results were amazing… 320 people were trained in Barrett Sales Essentials and Sales Management Coaching & Delivery Despite the GFC inaction on the part of most companies no formal sales process or culture in place the drought “I am having a few wins and did an end-to-end solution presentation yesterday with all that wonderful structure. It went pretty well and the ‘prospect’ was very happy with everything. He was absolutely thrilled that we could satisfy all of his concerns and that I could facilitate every need”. “I was pretty happy with it, went off track a few times by checked myself and went back to the process”. “Now, having tried to plan my calls before, but most of the time not being able to follow through (being the Yielder that I am) I actually did manage to attempt the What Which Why.....and success”!! “Instead of dropping the price, we focused on what the client really needed”. “I am happy to say that they signed up to a new product not based on a discounted price”. “100 Doomsayer no more; This isn't going to be one of those courses where I slip straight back into my old habits as soon as I get back to work, I have plans to make changes & want to start them today”. (Please note the use of the positive language i.e. “want to” vs “have to”) “A client came in with a deal from a competitor and they didn’t understand the deal. It was very confusing – too good to be true – as we worked through it together, it was! The client tore up the competitor deal and stayed with us because of this”.

3. Brad Greenwood – ANZ Head of Business Development Sue Barrett – MD of Barrett u

4. culture change u

5. apprehensive to change u

6. process & person u

7. The 5 Step Sales Planning Process The 4 Step Sales Prospecting Process mindset mindset u The 7 Step Sales Communication Process The Optimistic Professional mindset mindset

8. lessons learnt u

9. legacy of sales capability and wisdom u

10. our philosophy everybody lives by selling something u Robert Louis Stevenson 1850 - 1894

11. #suebarrett Sue Barrett Barrett Consulting Group http://www.youtube.com/user/barrettconsulting Barrett Consulting Barrett Sales Blogs contact@barrett.com.au www.barrett.com.au P: 03 9533 0000 u