1. External Sales Conference
25-27 May 2017
ALWAYS MORE

2. INTRODUCTIONS & OUTLINE
AGENDA
Thursday 25th May
Introductions & Outline
Results
Internals Conference Outcomes
Brand Launch
Brand Tools (Website, Brochures, Handypics)
The Grace Experience
Brand Workshop
The Love Seat
Quilr Launch
Handy GCS
Friday 26th May
International Messaging
Storage & Ancillaries
Negotiation skills
Follow-Up Results
International Knowledge
Mobility
Grace Today
Killer Closing
Saturday 27th May
Service Excellence
Insurance Workshop
Sales Culture
Ownership & Responsibility
MURRAY FITZPATRICK

3. INTRODUCTIONS & OUTLINE
Reflect on results- How did you go?
Increase internal relationships- get the rules straight, they generate surveys, we do them, it’s a cultural thing!
Understand our brand and how we can use it for effect- redesign our approach to have strong messaging in the house
Refocus on how we show our difference- Redesign our messaging on international.
Be more efficient with our time – Learn self management techniques.
Increase international conversion- better our working knowledge on pricing international jobs.
Increase storage and ancillary revenue- negotiate harder to win storage and add specialised services to type 7 accounts
To create better relationships with Mobility and to work as a team- recommitt to the new type 5 process
To recognise greatness ,
Create incremental gains in insurance revenue- look at individual insurance approach and to see where we can improve
To re-align our values and what we stand for- A new culture!
To set our goals & push each other- 60% goal %in % %????
MURRAY FITZPATRICK

4. The Grace Experience

5. WHAT IS IT? WHY DO WE HAVE IT HOW DO I SHOW IT THE GRACE EXPERIENCE
MURRAY FITZPATRICK

6. How do we explain “Always more” to a customer? Examples
Always more understanding of what you need to do an easy move
Always more value to what we deliver
Always more service during your move
Always more attention to wrapping packing loading andunloading
Always more followup than otehrs to ensure an easy move
Always more communication with you
MURRAY FITZPATRICK

7. INTERNATIONAL MESSAGING
What can you explain to a customer to differentiate our international offer
FIDI Platinum member for training dedication
Dedicated sailing times, only one in industry
Preferred partner program –best in class around the world
MURRAY FITZPATRICK

8. TIPS from High Performers
NEGOTATION SKILLS
TIPS from High Performers
Add 10 % when indicatively quoting
You only get 1 chance to give your number
Hold, Hold your number, then give in a little
Always more than the competition, don’t meet them, we are better so charge more.
Know your value and express it to customers
MURRAY FITZPATRICK

9. I need to think about it? `
John , most people who need to think about it or need more time its really 1 of 2 things, they are not interested in using us and that’s ok or they are interested but not sure ?
Not sure for 1 of 3 reasons
Service we are offering, are you ok with the service.
Dates and timings, are these lining up ok with you.
Or the investment.
Which one is it?
So lets just go over the cost/investment/money to make sure its right for you.

10. Your price is too high? Compared to who?
Know your reasons why you are more.
Ensure Apples for apples, but be careful
Findout what they liked about you and Grace
Tell your story?
Ask for them to move with you?

11. Can you give me a better Price? Allied is cheaper!
I would expect that.
Would you prefer to use us? Reconfirm.
What do you want us to take out? A line item?
Discounting
Ask for something in return ill give you a discount but you need to help me,

12. Killer Closing- Trial closing as a summary
$ Explain clearly
Now can you see how we set it out in line items for you to confirm with a tick
Dates are the 21st and delivery on the 30th, is that right?
And you can see that it explains a part pack by us for the kitchen
Are you still keen oon the car getting there on the day before?
Whats going to happen with the cleaning , Are you still considering it or will we take that out?--OPTION

13. Killer Closing Confirm arrangements- Get clear on the dollars
Explain what we will do from here on
Future pace the questions
John will you be there on delivery?
Ask a dumb question
Discuss if they have thought anymore about an specialised service- gardening cleaning, car, valet
Ask for the commitment.

14. Closing on a small issue The pressure close
KILLER CLOSING
Just ask
Assumptive
The Alternative close
Closing on a small issue
The pressure close
The objection close- isolate it, cover it and close
The trial close- summarises and ask

15. SALES CULTURE
MURRAY FITZPATRICK

16. THE SALES CULTURE MURRAY FITZPATRICK
We own our results and targets as an individual, team, branch and company
Pricing and margin flexibility is encouraged to differentiate a proposal
Individual sales targets to be set, planned, communicated and coached by Sales Manager
We have a buddy system to help us remain focused and efficient
We value feedback on our performance and recognise achievement
We continually strive to better our skills at communicating the Grace experience to customers
We use GCS "If its not there it didn't happen". Special instructions are our value propositions
We set our ops teams up for success
We sell the full solution
We are international and insurance experts
MURRAY FITZPATRICK

17. SALES CULTURE
GROUP ACTIVITY
MURRAY FITZPATRICK

18. OWNERSHIP & RESPONSIBILITY