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  eXperience Economy         Sales Mindset

SPEAKER | COACH | TRAINER | CONSULTANT

The only Activity responsible for Business growth is SALES.

If you're not selling, you're not growing.

The only people responsible for buying from you are your CUSTOMERS.

If your customers don't enjoy interacting with you, they wont buy from you.

MY FOCUS

  Increasing your CSI and CXI  

  Helping you close more deals, faster!  

  Increase your Repeat and Referral Business  

60 minute KEYNOTES
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KeyNotes
Audience

1

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SALES MINDSET

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W•T•F I KNOW ABOUT SALES

2

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DECODED:

CUSTOMER EXPERIENCE

3

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TRANSACTIONAL

COMPLEXITY

4

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SALES MINDSET

THE CHALLENGE

2021 was terrible…  The expectation is that 2022 is going be great.  But things have changed!

How do you get your Sales Mindset ready for action in 2022?

Your Sales Mindset is so important!  It's your Mental Map that defines your desire for sales success.  A resolved, positive mindset helps keep you in your zone to perform at your HIGHEST levels for success.

In this talk, Jon unpacks the 1’s and 0’s of what you need to map your Sales Mindset.  He also shares his 3 Sales Mindset Pillars and tips on how to map your own individual Optimum Sales Mindset.

THE TAKEAWAY

  • Increased your Purchase vs. Sales awareness when dealing with customers

  • Improve your CSI and CXI

  • Increase your repeat and referral business

  • Close more deals faster!

THE AUDIENCE

This keynote is for everyone in Sales!

From Sales Mangers and Leaders to experienced  Salespeople or a complete newbie, this is for everyone.

KN SALES MINDSET
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W•T•F I KNOW ABOUT SALES

THE CHALLENGE

Selling the right product or service to the right customer (up and cross selling) and creating value in your sales proposition gives your customer or client a compelling reason to do the deal with you!

 

W, T and F are 3 easy to remember letters referring to 3 powerful sales principles that are often overlooked, misunderstood and  when neglected can negatively affect your ability to close the deal.

 

In this talk, I talk about the importance of the following 3 topics:

 

  1. Asking or discovering WHY your customer or client is wanting your product or service.

  2. TRANSLATE your product or service into a language that your customer or client can understand (in their minds), making it easier for them to see the solution your product or services offers them

  3. FOLLOW UP on all agreed promises and steps needed to close the deal.  You need to do the work for your customer.

THE TAKEAWAY

  • Increase in CSI and CXI

  • Identify up and cross selling profit opportunities

  • Close more deals faster!

THE AUDIENCE

This keynote is for everyone in Sales!

From Sales Mangers and Leaders to experienced  Salespeople or a complete newbie, this is for everyone.

KN WTF
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DECODING:
CUSTOMER EXPERIENCE

THE CHALLENGE

Customer Experience is a real buzz-word in business today.  But it's not just a 'new' Marketing term.  It's REAL!  And EVERYONE in Sales needs to understand what their role is in the Customer Experience evolution.

 

Every Salesperson needs to take Customer Experience very seriously.  It's the new benchmark against which all customers measure a sales transactions.  The new CSI if you will.

In this talk, I discuss 4 important considerations of Customer Experience in the Sales environment.

THE TAKEAWAY

  1. Know this: Customers buy.  You sell.

  2. Be 'prepared' to sell.

  3. The Iceberg principle

  4. Your professional conscientiousness

THE AUDIENCE

This keynote is for everyone in Sales!

From Sales Mangers and Leaders to experienced  Salespeople or a complete newbie, this is for everyone.

KN Decoding CX
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TRANSACTIONAL COMPLEXITY

THE CHALLENGE

Customers are more informed today than ever before.  Information about anything is simply a Google search away.  And in Sales we easily (and mistakenly) convince ourselves that Selling is more about taking orders, managing customer expectations and navigating any speed-bumps along the way. 

Sometimes – Yes.  But most times - No.  It all depends on the Transactional Complexity as experienced by your customer.

 

When you’re buying your favourite toothpaste (low Transactional Complexity), you don’t ask your Dentists advice.  But when you buying a home automation system (high Transactional Complexity), you’re probably going to seek out a highly skilled and knowledgeable Salesperson to walk you through the process.

In this talk, I reinforce the absolute need for highly skilled and knowledgeable Salespeople, even in the current mass-information-on-hand world we live in.

A more informed customer requires a more informed salesperson.

THE TAKEAWAY

  • Appreciating that different customers buy for different reasons, and how to adjust your sales experience to match their desired purchase experience.

  • Understanding why it's so important to know everything about what it is that you are selling.

  • Increased awareness of the need for a tactical Needs Analysis.

THE AUDIENCE

This keynote is for everyone in Sales!

From Sales Mangers and Leaders to experienced  Salespeople or a complete newbie, this is for everyone.

KN Transactional Complexity
Videos
JON IN ACTION
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jon in action
About Jon
ABOUT JON
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For almost two decades, I have been involved with sales on multiple levels, within both the B2B and the B2C Sales environments. 

 

Having had a career in Sales, Sales Management, Branch Management and Sales & Sales Management training, I know my way around the Sales Process, Sales Management and Leadership, Sales Coaching, Tactical Selling and Customer Experience Improvement Strategies.

 

I am currently responsible for running my own Business, and sales has been, and still is a daily task.  As the saying goes, I eat, breath, sleep and dream about Sales and the Customer Experience.

 

But I am also a professional Customer – buying stuff all the time!  Be it Online, face-2-face or browsing through a store, I’m buying stuff all the time!

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"I could relate to everything Jon spoke about.  Spot on!

"A very entertaining and thought provoking talk

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"Jon got me to rethink my role as a salesperson, and how I can continuously evaluate and improve my professionalism

"I can apply everything Jon spoke about, and his real-world experience comes through in his talks.  He absolutely gets it!

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JON THE STORYTELLER

We all love listening to or telling a good story!  And it's generally agreed that we use storytelling as a way to transfer knowledge and learning experiences from one generation to the next.  And everyone loves a good Story. 

 

It's the reason why Netflix, YouTube, Showmax and many other OTT streaming services not only exist, but flourish!  Stories that seem to ‘talk directly to us’ and that we can relate to on a personal and aspirational level, are stories that we remember the most. 

 

These memorable stories are often linked to how the story made us feel.  Our own experiences, both good and bad make us feel a certain way, and we remember more the way we feel then what actually happened.  So when we communicate the context around these feelings and to tell others what happened to us that made us feel the way we felt, we use storytelling.  And its these personal and relatable stories that leave a lasting impression on us.

 

In my talks I use relatable stories of real-world, day-to-day experiences when talking to people about Customer Experience and improving your Selling Experience.

 

Through my story telling, I encourage a change in perspective of my audience by giving them an alternative narrative to think about.

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