The average sales person averages 8 calls per hour for 6 hours to set 1 appointment.
Between 35% and 50% of sales go to the first sales person who meets the prospect.
Emailing can increase contact ratios 2 times.
Nurtured leads will buy 47% more product than non-nurtured leads.
Visuals are processed 60,000 times fast than words. We should use more visuals.
After a sales presentation, 63% of the participants remember the stories, only 5% remember the statistics.
Sales people that challenge customers with power questions, and focus on consultative sales, "insight selling" , are our top producers.
The "people's pleaser" sales person, is the least successful.
The last five minutes are the most remembered part of the sale presentation. Make sure you end well.
80% of sales require 5 follow-up calls, but unfortunately 44 % of sales people give up after 1 call.
They way we sell hasn't changed much over the last few years, BUT the way customers buy, HAVE CHANGED....
91% of customers say they would give introductions to others, but only 11% of sales people actually ask.
70% of people making purchasing decisions to make something better than what they have. Only 30% make the decision to buy because there are problems to solve.
Each year you will lose 14% of your customers. You can never stop prospecting.
The 1/3 of sales we close, happens because the sales person is there and the customer wants to buy. (This is done by most sales people and doesn't require Rain Making skills) It's the other 1/3 that requires a sales person to be way above average, top of their games and in the top 8% to 10% of sales executives. This last 1/3 is what's separates the great sales people from the rest, and takes a special and professional sales executive that's on top of their games.
What our clients say
Riaan is a dynamic and energetic leader who is never short on innovation. He continues to challenge the norm and deliver new and efficient ways to grow in your business. He has a great deal of international experience and truly understands how to adapt, modify and implement plans to succeed. In the end, Riaan brings an element of spirit and excitement to his consulting.
Sales director | Discreet manufacturing - Capgemini Germany
First of all: Thank you! Your help with the prospecting and cold-calling process has been extremely effective and Alana now engages like a pro. The advice to reposition the approach as an invite (“…. My boss has asked me to invite you”) was a stroke of genius! Last Thursday and Friday alone she managed to provisionally book more than 25 people for the trials.
CEO | Xuviate IT
CEO | Xuviate
Riaan has vast corporate B2B selling experience and understands why people buy. Riaan challenged my thinking about our prospecting and first engagement methods. His teachings are now been passed onto other senior staff and leaders at our company. Riaan equipped me with the academics, street smarts and wisdom so that I can do what I need to do as well as help my colleagues on their sales journeys.
Saratoga Software - Head of Advisory
Riaan is visionary, industrious and has an enormous sense of commitment. He is driven and tenacious and has a very high level of energy. What makes him stand out from his peers are his abilities to implement solutions and follow through on those possibilities.
Riaan has an uncanny ability to translate his experience into action. I can thoroughly recommend Riaan as someone that can channel knowledge into practical experience, solve daunting challenges and energize those around him.
CEO Tele Masters Holdings Ltd - ALTEX listed Telco - South Africa
Riaan has a high positive intelligence and has the gift to empower others. He approaches his visions with determination & fun both in a highly professional way. His business acumen and sales experience helps to understand the processes much easier and implementation is then effective and results driven.
Director | Cooperations & Alliances at Siemens - COM Strategy
Riaan is a very driven and focused individual with the strong will to succeed plus the ability to motivate and lead by example. I have not met many people with this mixture of self-confidence and positive humbleness plus the ability to transfer knowledge in this way.
Development Executive | Art Real Estate Management
Riaan has an extensive scope of business expertise across the corporate board allowing for complete peace of mind. He has immense business experience that he has tailored and fine tuned, allowing his expertise to keep him ahead of trends thus allowing you to benefit from his skills.
Director | Worlds Innovators. - Hong Kong
I have concluded much larger sales transactions and increased business pipeline converging. Simple strategies but very effective and tools that help me create and achieve higher goals.
European Sales at Sympatex
Riaan has consulted me over the past 10 years, with phenomenal results! He is extremely reliable and has a sharp intellect for business. Besides for his high level of business accumen, he has consulted me through some difficult times and has always given excellent advise on many business issues. Riaan is results driven and delivers above expectation. Our sales have drastically improved and we have opened new markets due to his advise. .
Sales Director | HK Limited - China
Riaan is one of those individuals that you simply can't forget.His innate ability to question and learn is the type of approach that the world all over enjoys.
His quick mind and intellect power gives the ability to create, assimilate and refine ideas and processes. I enjoyed working with him and am sure our paths will cross again and I certainly hope so.
CEO | Guinn Organisation - USA
Riaan implemented a prospecting strategy that delivered beyond my initial requirements. Through this prospecting methodology, my business has produced a constant flow of well qualified sales meetings and sales.
Deon Katzen | MBA
Managing Director | Imports and Corporate sales - at Bella
Riaan is a team player with the ability to deliver excellent results. He works hard, he is fun and productive, decisive and a true professional. I would recommend him to any sales organisation that is serious to grow.
Ex Director BDO Spencer
Coaching and training the advisors and groups from within the Elite Franchise Division of Old Mutual
Old Mutual Agency Franchise Division
Agency Franchise Division
RMI Telecoms Joint Venture
Own Industry Telco Negotiated 2013
SAPTA Keynote Speaker
SAPTA Event Cape Town 2015
Keynote Speaking at Sales Events _ The Frazzled Salesman
Keynote Speaking at Sales Events
In the last six month, I have personally landed a 400K EU transaction as offspring from coaching done by Riaan. I am amazed how efficient and how focused Riaan is on helping businesses achieve higher goals. He is organized, highly knowledgeable in many industries and a great mentor in business. Every time work together, he inspires me with his way of doing business, advising others and I always take some of that home with me and improve my way.
Founder | Digital Everything, Munich and Capetown, Winner of several EU awards