WHAT'S ON IN SEPTEMBER
 September is all about sales & we have gathered some great tools to help you, click on the options below for more information
1) Free Sales Personality Test
2) Sales Coaching Offer
3) Our Sales Tip
4) Sales Training
 We have four free Enterprise Training courses this month, click on the links below for more information
Small Business Guide to Accounting
Are you ready to Export?
Smart Business
Increasing your Sales
 We have two events coming up, click on the link below for more information
Network Monday
Small Business Expo
 We have captured below snippets from some of the latest articles from our business coaches, to read the full article click on the article below or go to our knowledge base
Selling is Not ....
Selling. What is it? It’s not you talking; telling your customers about your product or service and how you can help them with it.
It’s a two way discussion; a customer-centred exchange that begins and ends with the customer, whose need must drive the conversation. When initiating a sales conversation you should take your “persuasion hat” off and put your “learning hat” on.
You may be using a sales approach, consciously or unconsciously, already, every day. But are you keeping up with the changes that are happening around you - with your customers, your market, the internet and technology?
87% of consumers research products online, buy offline
According to research this month from BIGresearch, 87% of consumers research products online, but buy offline.
The message from this is clear: the key to e-commerce success is not to rush to get your products for sale on your website, but to use the internet to build trust, credibility and to show them: "what's in it for me."
Creative gateway to the world
France – just the thought of it conjures up images of elegantly dressed people, some of the world’s finest art, as well as exquisite food and wine. Yet it can be these very images that deter many New Zealand businesses from breaking into one of the world’s most creative markets.
Despite the Kiwi reluctance, Gilles Muller, general manager of Paris Capitale de la Création, an industry ssociation of 17 creative sector trade fairs in Paris, is adamant that France is the ideal platform for people in the creative industry – regardless of where they are from.
“ Paris is synonymous with creativity and the arts – it is a platform allowing creative entrepreneurs to get noticed and build profile on the international stage. People don’t come here just to see French products. They come to witness some of the best designs in the world.”
Each year Paris trade events give more than 17,500 designers and manufacturers the opportunity to showcase to the world, almost literally, with 550,000 buyers coming from 113 countries to see what is on offer, joined by 16,000 journalists.
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Do you like our bright new brand? This is designed to reflect our GO FORWARD approach to helping small businesses to GROW!
If you check out our new website you will see a few changes. You can now book directly on some of our courses, we have a knowledge base of 'how to' guides and business tips and you can read all about upcoming events. We’ll also be rolling out some exciting new products before Christmas.
In the meantime check out the Sales for September offer and the training events coming up including: The Small Business Guide to Accounting, Smart Business and Are you Ready to Export?
September is the month for Sales!
 Sales. We all need more, but a lot of us struggle with our sales technique. We don’t want to be too pushy but we do want to make the sale.
For many people selling is something they would rather not have to do - they don’t enjoy it and feel ill-equipped to deal with those pesky sales objections. In fact, statistics tell us that although over 80% of people have to sell as part of their job, only 3% enter the workforce wanting to be sales people.
We were discussing this problem with our sales guru, Rick Wallace, when he unwisely said, "It’s easy; I can teach anyone to be better at selling”.
"Prove it," we said.
So Rick has agreed to act as your personal sales coach for a month at a fraction of his normal fee. If you are interested in Rick's offer, or want to know more about sales coaching, click - Sales Offer
 What type of sales person are you? Try out this free assessment to find out more about your sales persona. The test takes about a minute.
Sales Personality Test
Training courses this month
 We have four Enterprise Training Courses this Month (see below for details). The Business Centre is a provider of Enterprise Training courses. Enterprise Training courses are fully funded by New Zealand Trade and Enterprise and are open to New Zealand businesses employing fewer than 50 staff.
Small Business Guide to Accounting
Learn the key financial/accounting requirements for small businesses
Attending the Small Business Guide to Accounting means you will:
• have a good understanding of the accounting process;
• consider the key financial triggers and learn methods for
monitoring financial performance in your business;
• gain an overview of accounting systems.
Presenter: James Fensom
Venue: The Business Centre, Ground Floor
Radio New Zealand House
155 The Terrace, Wellington
Date: Thursday 21 September
Time: 9.30am - 12.30 pm
To book a place please contact Karen Higginson
Ph: 04 494 0990 or email:
Karen@thebusinesscentre.org.nz
Are you Ready to Export?
Gain an overview of the export process and what's required to take on the world.
We’ll answer your questions and throw a few your way, such as:
• why export, and is an international audience the best
marketplace for your product?
• what are your local and international growth
opportunities?
• how far and how wide do you want to aim?
We’ll also provide you with a few practical techniques, including:
• an overview of the realistic side to exporting such as
freight, finance, pricing, packaging, foreign exchange,
documentation and terms of sale;
• an assessment of export strategy, including research,
marketing and promotion;
• individual follow-up coaching, available after the
workshop.
Presenter: Pip Dumbill
Venue: The Business Centre, Ground Floor
Radio New Zealand House
155 The Terrace, Wellington
Date: 26 September
Time: 5.30 - 8.30 pm
To book a place please contact Karen Higginson
Ph: 04 494 0990 or email:
Karen@thebusinesscentre.org.nz
Smart Business
Do you have big dreams and aspirations for your business? Learn the steps and structures required to grow a profitable business.
This advanced programme is for business operators who are looking to expand their operations in the next 12 months.
Smart Business will help you implement the systems and decide on the best approach to move forward in your business.
Over the two workshops you will:
• learn how to divide your operation into a series of processes
(acknowledging the required skill sets);
• learn how to introduce best practice into all facets of your
business;
• learn best practise measurement systems;
• gain an understanding of systems such as Baldrige and
Kaizan;
• increase your understanding of the typical approaches to
expanding your operations;
• learn about franchise structures;
• understand the different financial implication of each
expansion approach.
Presenters: Karl Baker & Chris Elphick
Venue: The Business Centre, Ground Floor
Radio New Zealand House
155 The Terrace, Wellington
Date: 20th & 28th September
Time: 5.30 - 8.30 pm
To book a place please contact Karen Higginson
Ph: 04 494 0990 or email:
Karen@thebusinesscentre.org.nz
Increasing your Sales
 The Increasing your Sales series will give you a clear understanding of the broad range of things you need to develop a strong, sustainable sales process in your business. Get an understanding of where sales and marketing overlap. Identify exactly where in the cycle your business is stuck, or where it needs the most attention in order for you to grow.
The two part series covers both the physical and technological aspects of sales communication.
Across the series you will get a better understanding of the sale process and learn how to use the internet and computer systems to assist the sale process (Customer Relationship Management), market your business more effectively (e-Marketing), and sell your products or services online (e-Commerce).
Learn how to:
• qualify leads;
• make appointments by phone;
• gain interest and talk confidently about your business;
• successfully carry out the first sales appointment
with a prospect;
• do a great presentation that gets results;
• overcome objections;
• gain orders.
Presenters: Rick Wallace, Hamish Clark & Richard Calkin
Venue: The Business Centre, Ground Floor
Radio New Zealand House
155 The Terrace
Date: 12th & 19th September
Time: 5.30 - 8.30 pm
To book a place please contact Karen Higginson
Ph: 04 494 0990 or email:
Karen@thebusinesscentre.org.nz
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