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If you’re frustrated and struggle to be successful in the Hair, Beauty and Body Industries, the GET to YES Podcast will help transform your business, brand and financial reality. The GET to YES Podcast is for those B2B sales people and B2C salon and clinic owners and staff, who are ready to learn how to talk with, not at, their clients and customers. In each episode, Neil Osborne explains practical ways to master a more empathetic and persuasive sales approach, that’s been proven to dramatic ...
 
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E46: B2C Interview w/- Kelly Kent, Owner of Cranium Hair This Clinic Growth Sprints guest interview is with a very astute salon owner, Kelly Kent, the founder and owner of Cranium Hair ­­ – a multi award winning salon in Manly, on Sydney’s Northern Beaches. Kelly confesses that while she never focused on dollars, she has always focused on the impor…
 
This Clinic Growth Sprints guest interview is with an internationally recognised and awarded Hairdresser, Businessman and Owner of e-Salon, Emiliano Vitale. During the conversation, they re-visit the early days of Emiliano’s his first salon at the age of 22, in Double Bay, Sydney. He clearly remembers the days there wasn’t any money left for him an…
 
This Clinic Growth Sprints guest interview is with John Cook, owner of the extraordinarily successful Stylz Hairdesigners chain of salons, and it’s a short masterclass in running your business. It’s also an insight into the once-in a lifetime business opportunities that are available, if you know where to look. Neil and John cover the importance of…
 
Our Clinic Growth Sprints series of episodes takes a new direction, with Neil inviting accomplished industry personalities to the microphone, and asking them a simple question: “If you were starting out as a Salon Owner today, what business and financial advice would you give your younger self?” In the first of these new interviews, we’re delighted…
 
A thought-provoking episode where Neil’s guest, Marcus Kroek, talks about creating business profits. Marcus is an accomplished business owner and business coach at Amazing Tradies, who shares his experiences and learnings about understanding the differences between turnover and profit. Neil and Marcus discuss some of the limiting behaviours around …
 
An interesting episode where Neil’s guest, Sarah Garner, discusses how to make a clear profit in a small industry-based bushiness. Sarah is the founder of a branding agency, Digital Bloom, where she needed to upskill in the way she handled the cash flow of her business. The Profit FirstⓇ cash management system assisted Sarah to establish several ba…
 
This episode takes us on a journey of building a global Skincare brand, Cor Silver. Jennifer McKinley with Neil discusses some of the difficulties in growing an international skin care brand. Jennifer’s journey started with a MBA degree from Yale university, thinking that would set her in good stead off she set to grow a skin care brand. In doing s…
 
Again, we’re joined by Richard Barram from the Barram Property Group – our resident expert on lease negotiations. This episode covers the key points to cover when renegotiating your lease, to ensure that it positively contributes to your business stability. We also explore the avenues available to reduce some of the costs associated with your lease…
 
Neil’s guest is Craig Minter, a CPA Accountant with 20+ years’ experience working with businesses across the world who turn over AU$50,000 – $200,000,000. Craig is also a Certified Profit First Professional and ‘Fix This Next’ Advisor. His firm, Mints CD Consulting, is one of a select few Australia-wide, that’s trained in both of Mike Michalowicz’s…
 
This episode unpacks some initial steps you can take to help manage your business cash flow. Some people say that cash-flow is uninspiring but Profit First® takes an approach that removes the high-emotion aspects of managing your business cash flow and replaces them with behavioural rewards that keep you interested. Neil’s again joined by his guest…
 
Neil’s guest, Katie Crismale-Marshal, is author of the book “Profit First for Tradies”. She is also a Certified Profit First Professional, a Bookkeeper and Small Business Strategist. On the surface, tradespeople and beauty/hair industry professionals seem vastly different, however Neil and Katie discuss how similar they really are... because the co…
 
Your commercial lease is a vital part of your clinic’s success because it directly influences your profitability. Neil’s joined by his guest, Richard Barram, in this episode and they discuss how many of the variable costs built into your lease preparation are negotiable – yes that’s right, negotiable. Richard’s the founder and owner of Barram Prope…
 
Neil’s joined by his guest, Stuart Donaldson, for an episode focused on how to build cash reserves. Those reserves will help your clinic survive the income ups and downs that all businesses experience. It all starts with having plans in place to help sustain your business – one alternative is building a ‘cash runway’ for your clinic. Stuart’s the f…
 
If you want to learn some simple financial steps you can take to secure the future of your clinic, this episode is a great place to start. Neil’s joined by his guest, Laura Elkaslassy, who’s a certified Profit First™ Professional who’s amazingly skilled at keeping financial conversations real, and easy to understand. Laura’s passion for profitabili…
 
If your clinic has a commercial lease, this is an interview that’s not to be missed. In this episode Neil’s joined by his guest, Richard Barram. Richard’s the founder and owner of Barram Property Group, and he’s worked in Commercial Property for over 20yrs across Australia and New Zealand. Having worked across numerous different business sectors, R…
 
In this episode Neil’s joined by his guest, Stuart Donaldson. Stuart’s the founder and owner of Banyan Co, and he’s an experienced banking and finance executive, educator, business coach and financial advocate for owners of small to medium enterprises (SMEs). Neil and Stuart discuss the importance of knowing and understanding your clinic’s numbers.…
 
No matter whether you’ve just re-opened from a COVID lockdown or are fortunate enough to have stayed open through the restrictions, it’s time to re-think your clinic’s growth plan, to ensure that it’s profitable, and that it survives long-term. In this episode, Neil discusses the traditional 3-step strategy used to promote and grow clinics, being A…
 
Over the years, Neil’s visited a lot of clinics. And during those visits, he’s witnessed a variety of communication styles that’ve been used with customers – some good, and some not so good. In this episode, he breaks down those experiences into the three main communication styles he’s seen (and heard) – the Teller, Seller and Persuader. Neil share…
 
Moving deeper into the Spend-suasion model, Neil talks about your client’s comfort level, when they’re in your clinic. He explains how a key tool within the model – called the Client’s Comfort Curve – helps you understand your client’s level of comfort (where and when it happens), as they move through their in-clinic treatment. It also identifies t…
 
In the first of a series of episodes aimed at the B2C (business-to-customer) part of ‘Get to Yes’, Neil discusses his new persuasion program, called ‘Spend-suasion.’ By blending spending with persuasion, this new method helps you, help your clients, to spend more when they’re booking, re-booking or during a retail sale. It was specifically created …
 
In this industry interview, Neil deepens his understanding of sales reps, from a salon owners’ point of view. He talks with David Haley, who with his wife Kianne, co-owns Premiere Hair in Beaconsfield, Melbourne. Together they manage this dynamic salon, which is well-known for delivering brilliant work in hair colouring and styling, as well as mira…
 
In this industry interview, Neil speaks with Wendy Young, from The Hairdresser in Greenwich, Sydney, to further his understanding of how salon owners view sales reps. Wendy’s a long-time salon owner and has built a highly successful salon with a team of 10 on the Lower North Shore of Sydney. Wendy shares some interesting insights around the importa…
 
In this industry interview Neil talks with Dario Cotroneo, owner of Public Salon in Darlinghurst, Sydney, where he’s as a sought-after stylist and commands $400+ for a haircut. Dario is also Director of DCI Education and as a multi award-winning educator, he’s built a global reputation as one of the most inspiring educators in the hairdressing indu…
 
This episode looks at how salon owner’s view sales representatives and, in their view, what makes a great rep and a not so good one. Neil interviews Sandy Chong, owner of Suki Hairdressing in Newcastle NSW and uncovers her thoughts about what makes a great sales rep. Sandy’s highly respected within the industry, is CEO and Board Director of the Aus…
 
Do you carry a business card? It was once drummed into reps that a card was the best way to introduce yourself, offer your contact details, or to leave as a reminder. Today there’s a better tool, and it offers some amazing benefits. LinkedIn is a platform specifically designed for career and business professionals to connect. And it’s a goldmine fo…
 
This episode covers the first critical step in the Consultative Selling process – Prospecting. It discusses the two types of lead generation – in-bound and out-bound – and points out that if you attempt to survive on only in-bound inquiries, you won’t achieve your KPI’s. We then take an aerial view and look at the big picture of planning a producti…
 
This episode explains the seven steps of Consultative Selling and a new online self-assessment tool – the Sales Acumen Survey – that helps diagnose how skilled or unskilled you are, across those seven steps. In his 2012 bestselling book, “To Sell Is Human,” author Daniel Pink noted that according to the US Bureau of Labour Statistics, one in nine A…
 
In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to ‘fight or flight.’ Neil shares his experience in handling objections… and how in most cases it ends up working out well. Yet like many salespeople, he also admits that it can be ch…
 
This episode delves into something that’s super important to all sales people – your WHY. Why are you doing what you’re doing? And how do you connect that to your goals? 80% of people who write down their goals go on to achieve them. More impressive is the fact that 95% of people who write down their goals and regularly revisit, recite, touch or ex…
 
This episode shares one of Neil’s infield training experiences, with a new BDM in the Aesthetic industry. The story takes you through a day of cold calls on the Northern Beaches of Sydney. Towards the end of the day, BDM Jenny, shares with Neil her disappointment when a hot new business enquiry had suddenly gone quiet. Has that happened to you…? Ye…
 
This episode continues the journey towards building your Hair, Beauty or Body sales territory through new business acquisition and new accounts. Both skill and consistency are required to grow your sales territory through a continual and ongoing stream of new business. If you’ve been practicing the tips shared in previous GET TO YES podcasts, you’r…
 
In this episode, Neil starts explaining the process of building a Cold Call Plan to approach larger, more prestigious businesses. He explains how the process has three steps – to prepare, execute and follow-up an important business meeting: The Pre-Call Plan The Call Plan The Post-Call Plan Neil breaks down each step and shares the all-important wo…
 
In this episode, Neil continues to unpack the methodology around building a constant stream of new business. Early on, he highlights the fundamentals of successfully securing new business: being able to build a working plan and being prepared to do what’s required, when it’s required. Neil then explains the steps needed to build a working plan, tha…
 
In this episode, Neil discusses how building your sales territory via New Business acquisition (i.e. opening new accounts), requires skill and consistency. He suggests you should first learn to identify what’s a good fit for you and your brand, before you try to secure new accounts. Then your efforts will start to attract the path of least resistan…
 
In this episode, Neil discusses how to secure sales growth from a sales territory. He suggests, that there are only two ways: get your existing clients to buy more or, get new clients. Both deliver growth, but which is the quickest and the most cost effective? Neil first discusses where to start, when you’re looking for sales growth. A lot of his s…
 
In this episode, Neil shares his three favourite closing techniques to use in the Salon Industry, that are comfortable, respectful and more importantly, work. The three types are the: Direct Close, Consultative Close and the Indirect Close. Neil breaks down all three and shares some simple yet effective examples for you to practice. In this episode…
 
In this episode, Neil discusses how everyone needs to master closing a sale – no matter whether you’re selling to Beauty salons, Skin Clinics or owners of Hairdressing Salons or Spray Tan Salons. Through his work as a sales trainer, Neil’s discovered first-hand how some sales people get very uncomfortable when they’re approaching the time to close …
 
In this episode, Neil discusses something that every B2B salesperson experiences – whether they’re selling to the hair, beauty or body industry. What’s that? Buying signals. And if they’re read and handled correctly, they can significantly shorten your sales process and take you from a sales presentation straight to a close, in a comfortable and re…
 
Neil continues to unpack the most common question asked by B2B sales people in the Hair, Beauty & Body industries, being “How do I handle Sales Objections?” In this third episode on handling sales objections, he unpacks the third, ‘private’ layer of objections. This layer is where the highly skilled, work toward maximum persuasion in the sales conv…
 
Sales objections can be highly frustrating for unskilled sales people, especially when you’re enthusiastically presenting your new retail range and you’re greeted with the obvious objection “We have heaps of retail… we don’t need anymore. “How do you respond to that? Neil continues to unpack his Rule of 3 for handling sales objections and offers re…
 
Neil opens this episode with the question that he gets asked most, by B2B salespeople (or those people that are selling products to Salon Owners – be it beauty salons, skin clinics and/or hairdressing salons). That question is “How do I handle sales objections?” Neil shares his Rule of 3, which covers Public, Personal and Private objections. He als…
 
Your sales lead data base is the key to post-expo sales success. Neil explains how you need to define whether your goal is to gain a short-term sale, or to build a long-term relationship. He also shares some strong views about keeping your sales team out of the ‘chasing’ game in the post-expo period. Other areas covered are how to plan and practice…
 
Managing your stress during an expo is the difference between feeling like you’re running non-stop and enjoying your expo, knowing you have solid systems in place. Neil discusses the importance of having a great lead capturing system, the various ones he’s used, as well as some of the big mistakes he’s seen companies make at expos. He also introduc…
 
This episode challenges the basic beliefs of a sales person. Many of us have experienced the sales person who believes that it’s their job to engage the prospect or buyer. It’s not. Neil explains his belief that it’s his job to conduct himself in a way where people want to engage him – which makes a big difference to the conversations he shares. He…
 
How do some exhibitors adjust their USP conversations for different clients and exactly what are the various types of expo experiences you can create? Neil identifies three different types of exhibitors and shares different learning experiences that he’s had over the years. Expos are filled with exhibitors, each using various methods to impart thei…
 
Neil starts the expo journey by sharing some of his personal expo encounters and a powerful learning experience, from one of the world’s top brands. A lot of companies claim that expos are different these days – they’re no longer about selling – but that’s not always the case. Neil talks about the exhibitors who do best and what they do to ensure t…
 
Neil Osborne introduces his GET to YES Podcast series through an interview with Radio Hub director, Cooper Silk. This initial podcast covers some of Neil’s background and introduces you to the first 5-part series of episodes. It opens where a lot of brands start their journey – at Trade Shows, or Expos. The conversation builds around what to expect…
 
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