Dean Harrison was scared stiff of talking to people 'face to face' and couldn't hold eye contact or confidently 'pitch' the radio product when he started in radio advertising sales.
Deano needed to earn living...so he got good at selling over the phone!
It's funny, but that fear and inability to sell in person was the making of Deano as a salesperson. To make money to pay the rent, he watched, listened, practiced and got into it. Deano was lucky to have some good people around him who knew how to sell over the phone, and even though he wasn't the 'best' straight away, learning some simple concepts and the power of a well delivered script gave him sales, and some success on his first day.
It's not rocket science...it's just the phone!
Deano started to make a living and over a few months worked on his technique. Studying people like Allan Pease on tapes and at seminars helped him 'master the phone'. Deano also made sure to surround himself with great role models so he had people around him to watch and learn from. As Jim Rohn says... “Success leaves clues!!”
After a year or two companies around New Zealand started asking Deano to come and talk to their reps, and to help them design telemarketing campaigns that would work. That was the beginning of Momentum Training.
The phone is the same in every game. It's a tool that needs to be utilised to its maximum, and doing that is simple. Not easy, but simple!
In Deano's best personal sales campaign selling radio over the phone, he sold 54 radio advertising packages at $595 each. Most of these were to 'cold prospects' many of whom are still customers today... 14 years later!
If you sell on the phone, or use the phone as a major component in your daily business, let Dean Harrison share with you the things that have worked for him.
Deano has taught people across a range of industry sectors including: real estate, car sales, financial services, insurance, media companies and direct sales companies. He has shown them how to prospect, approach and get people to buy over the phone.
Script making and package/deal planning are also part of Deano's telephone training sessions. If it's a hot script, even the worst salesperson on the worst day will sell deals!
So - let's get on the phone and get selling!
What people say about Deano
Michael Fann
CEO
Just Water New Zealand
I left the session feeling hugely empowered and motivated. Deanos approach was realistic, honest and very absorbable. I had a good grounding in the tools he presented, however I found the delivery a lot more personable and therefore I was more receptive to his style.
Ross Herrick
General Manager
Dux de Lux Christchurch
This is a great asset to our business, as we are always striving to get ahead of any competition and have that 'wow' factor. Your seminar addressed things we already knew, but maybe had forgotten some of them along the way, and has reminded our staff that they are good at what they do for us on a daily basis.
Craig and Karen Nuttall
Franchisee
Mad Butcher Shirley
We were all impressed by the content of your presentation and the manner with which you led the discussion. The points you made were relevant and valid in our day-to-day work and all present would have benefitted greatly from the attendance. Congratulations on the session and thank you for the time you obviously spent in preparing for it.
Barbara Wood
South City Pharmacy
All the numbers are in, incentives paid out and thanks to you, Dunedin achieved total budget for May. We set a very high target at 70 packages to bring in $21,000 and no one was more surprised that I to find that we achieved those exact numbers. Interestingly, 45% of this was new business.
Stella Nicholson
General Manager
The Radio Network Dunedin
South Island Medical Representatives Training Day - The Pacific Surgical team who shared the day also felt motivated and energised with lots of useful tips for a fresh approach to the challenges faced in the market place. The handouts are a great resource and 'Life's Little Instructions' have been framed for ready reference in our office! We look forward to setting the dates for our Training Days in the North Island!
Julie Kaka
General Manager
Pacific Surgical
The whole manner of the seminar had us all coming away with renewed vigour, not just for our work, but also in our personal lives.
Craig and Karen Nuttall
Franchisee
Mad Butcher Shirley
Dean's personal history is fascinating, a simple but powerful story of the benefits of positive thought and committed action. He has a personality and presence that are compelling and a message that is presented in a fresh and fascinating form. In the two weeks since Dean's seminar, sales figures have been at record levels.
Sharon Collins
Publisher
Avenues Magazine
Our group found your session energetic, highly informative and you challenged their thinking in terms of customer service, sales and self motivation.
M S Roberts
General Manager
Hunter Furniture
Dean is such a genuine person, my Sales Team could not help but feel compelled to listen and learn. It made us all realise how each sales industry is essentially the same and the principals apply to each and every one of us. Great Work Deano!
Shane Paget
AREINZ
Ray White Trends Realty
They found his experience in sales inspiring, he was relatable, spoke from the heart with conviction, and his years of experience honing his skill set gave the team some invaluable tips that left them fizzing, eager to put into practice some of what Dean had shared.
Nick Brown
Retail Sales Manager
The Radio Network - Wellington
Your day in Palmerston North with our Sales Team was an enormous success. You lead-in training in telesales was motivational, inspirational, and results focussed which resulted in us writing 50 Christmas Hamper Packs in just four hours and generating $41,250 in additional revenue. Pretty exciting and positive stuff! Thank you. I wish I had a Dean Harrison in my Sales Team!
Meg Baldwin
General Manager
The Radio Network - Manawatu
It was a Wow!!!
Nikki Taylor
Buzz Recruitment
The following are the key things which have impressed me about Dean's work: Ability to very quickly establish credibility and rapport with a group, Energetic and commanding presence, Ability to create and maintain an electric atmosphere in the room, Memorable presentation, Relevant and useful experience to draw on, Depth of sales experience and expertise, Fresh and interesting material, based on real life experience, Hot tips that are pertinent to the job of a sales person.
Kim Turner
Professional Development Advisor
AMP
The team here has been exceptionally positive about the investment of their time. I believe that is due to you, as presenter, delivering in such a vibrant and professional manner. The comments from the guys, “easy to listen to” – “valid to the sales industry” – “some excellent tips spoken in our language” are a credit to you and your programme.
Donna Silvester
Company Director
Silvester Motor Company
Today Dean Harrison gave a two hour training seminar on sales and how to create your own luck. I could only describe this as essential to any sales team. We believe he covered every angle of how to make individuals create that little difference between average and absolutely great.
Shane Paget
AREINZ
Ray White Trends Realty
Your presentation style was highly appreciated by the staff, especially the frequent anecdotes based upon your own life and experiences. Undoubtedly your use of entertaining and humorous snippets will greatly aid the retention of the critical points contained within your presentation.
Ian Curry
GM
Turners Car Auctions Christchurch
Your simple handouts were full of back to basics, results-driven strategies. I look forward to introducing you to the Sales Managers in other parts of our group and trust you will be as successful there as you were at Just Water.
Michael Fann
CEO
Just Water New Zealand
You certainly have the Midas touch in relating to people and your common sense approach to how you operate was taken in well by our people. We have one of our sales people in particular who was so impressed by your session she has become our number one rep by a mile and she credits her move up in attitude and approach on things directly to your session so thanks a lot Dean. You have a fresh and honest approach which gives a reality check that keeps us aware of what can be achieved by a shift in thinking.
Trevor Laplanche
Managing Director
Metropol
The Sales Training for my Front of House Staff was inspiring and valuable for a lot of my team members, and has installed a renewed energy within them to get moving and take ownership and responsibility in the restaurant.
Jaclyn Philpott
General Manager
Sign of the Takahe
Dean, you were a hit with the team. Your experience in the field meant that your message came with credibility.
Janine Tindall
Sales Team Leader
The Radio Network Dunedin
Our staff have all agreed that the process for the seminar was one of fun, not just sitting around getting bored.
Craig and Karen Nuttall
Franchisee
Mad Butcher Shirley
South Island Medical Representatives Training Day - Comments received from attendees include: 'Unique', 'Thought provoking', Taking away positive ideas', 'Inspiring', 'Now have several options to test in the workplace', 'Attitude is everything', 'Privileged to have been part of the day', 'I will now have an 'expectation of success', I intend to do my best 'even though no one is watching', 'Small changes do make a difference'!
Julie Kaka
General Manager
Pacific Surgical
On behalf of the Board, and organizers of our recent conference, I would like to take this opportunity to thank you for speaking and convey our appreciation for your participation. You were talking to a group of people who have both experience and talent in using the phone and getting results, yet they were all frantically taking notes. This tells me a great deal. You possibly told our members nothing they did not already know yet they were taking notes! The content delivery of your message was excellent and most appropriate. You reminded us of so many ideas and techniques. A great wake up call!
Dave Craven
Life Brokers Association Inc
I was a bit worried about Telemarketing to start with but Deans enthusiasm was very catching. I personally had great results & enjoyed the entire day. Dean has a very positive attitude and a willingness to pass on his skills to others.
Taranaki Sales Department Quotes
Stations of The Radio Network - Central Limited
Thank you for your uplifting, inspirational and absolutely appropriate address at the Apparelmaster St Patricks Night Revelrie and Awards. The Apparelmaster Group were grateful for your input, impressed by your research and how you tailored your words to suit their industry, business and needs.
Phil McGoldrick
McGoldrick Consultancy
Master Auctioneer, Harcourts NZ
The back to basics training you provided to my team before we began our telesales was invaluable, more so I think because it came from someone who is an achiever in his own right in the sales arena. We note that you are consistently on TRN leader board and that gives you additional credence. I have tried to do telesales previously but never with the success that we had with your input.
Stella Nicholson
General Manager
The Radio Network Dunedin
The Fifeshire team were extremely enthusiastic about telephone sales even before it started. This was totally due to the excellent advice you provided regarding preparation, motivation and focus. On the actual sales day the commitment and dedication of the team was all a direct reflection of the guidelines you set for us. Furthermore, the variety of client packages, team incentives and bonus schedule you have provided will be enough to see us through monthly telephone sales for the next 12 months at least.
Kevin D Ihaia
General Manager
Fifeshire FM Broadcasters Ltd
The paperwork that you provided us was of an outstanding degree and one that we will be using in future alongside our normal training procedures. There was so much information put together in a very concise manner.
Craig and Karen Nuttall
Franchisee
Mad Butcher Shirley
Our staff this morning are absolutely buzzing with new plans, ideas and how to implement them.
Craig and Karen Nuttall
Franchisee
Mad Butcher Shirley
Your energy and enthusiasm and very personal approach to your workshops is a great credit and we believe is the success of Momentum Training with attitude. We would have no hesitation in recommending this workshop to any company large or small as a very valuable workshop for their employees.
Jane Meyer
Training and Administration Manager
Grenadier Real Estate Ltd (Harcourts Group NZ Ltd)
Your seminar was awesome. My senior Sales Representatives, who have been successful in sales and marketing for 20 or so years, could not believe how much they gained from your presentation. Some of the above were not enthusiastic about attending yet another sales course. However on completion of your training they all felt they had actually learnt more than they had from any other sales course they had attended.
Brenda Herring
Sales and Marketing Manager
TravelIndex Artworks
Dean inspired, encouraged and entertained us with his unique blend of story-telling, life coaching, personal development philosophy and hard-out practical sales tips.
Sharon Collins
Publisher
Avenues Magazine
Participants found Dean's presentation inspiring and motivating. His ability to hold a group's attention is profound.
Kim Turner
Professional Development Advisor
AMP
We really appreciated the time you took prior to the event to get an understanding of how our business operates. Your use of this knowledge in the session was great and made the session really relevant to the people in the room.
Craig Newbury
Director
New Zealand Home Loans
Thank you for coming to share with us some very valuable life skills and I can guarantee I will be taking a lot out of what you had to say and incorporating it into everyday life.
Lyndon Hunter
Student
Aoraki Polytech Radio
This was our first seminar in what will be a regular feature on our training calendar, and I am sure that we will have waiting lists for those scheduled in the future.
Malcolm Harris
Centre & Marketing Manager
South City Centre
For us to have a 100% turn out was in itself a credit to your reputation. The feedback from some of our hard to please sales team was - that was fantastic, motivating, energizing, and real - something for everyone to relate to in a very human way and very KIWI! That made it possible for everyone to believe that they too could make a change in their lives.
Jane Meyer
Training and Administration Manager
Grenadier Real Estate Ltd (Harcourts Group NZ Ltd)
I have received positive and favourable comments from not only the attendees but also their respective managers. Comments such as "10 out of 10. Very inspirational."..."The content goes beyond motivation."..."seminar covered a wide range of subjects but was delivered in a relaxed style."
Malcolm Harris
Centre & Marketing Manager
South City Centre
There has been a cultural shift in our company, from the positive impact on our attitudes that we bring to the workplace, to a direct and significant increase in our sales turnover.
Andrea Deely
Managing Director
Ultimate Carwash Cafe Christchurch
Dean is an excellent communicator and has assisted my Sales Team not only to increase their Telephone Sales Revenue, but also some of the topics covered above have assisted other areas in our sales. ie. Commitment to focus, hard work, and belief. This has paid off handsomely for our group.
Sandy Brazier
Sales Manager
The Radioworks Waikato
The telesales team found it very useful to talk to a telesales expert, and enjoyed the pointers you gave them on ways to increase their sales. Your pre-dinner talk to all the franchisees was great fun and very motivational. The idea that being positive is so essential towards attracting luck struck a very big note. Your experience with direct sales was most valuable. Well done, Deano, quite an accomplishment to keep so many groups not only entertained, but to inspire them to greater achievement!
Christine Steadman
The Storyteller
Prenzel Distilling Company. Blenheim
Because Dean is an operating consultant my team had total belief in him, his empathy with the team was a major factor in our success. It is with confidence that I recommend Dean Harrison to any prospective Manager as a very useful and successful Telephone Sales Trainer and Consultant.
Sandy Brazier
Sales Manager
The Radioworks Waikato
The messages are even more potent knowing they come from actual experience.
Julian Kinsman
Manager
FBI Security Christchurch
Sales should be fun, and when the whole team have attended a motivating session it reflects on attitudes – I guess bottom line is, we would use Momentum Training again – so thank you for sharing your life experiences and your tips. So, happy to invest in the future of the team and ultimately the company.
Donna Silvester
Company Director
Silvester Motor Company
He talked in words that we could understand. He talked from experience. He has a different approach to others we have heard. He has a real passion for what he does. He spoke to us, not at us. He made me want to leave the room and get started!
Merrilyn Carson
NZ Sales Manager
Nutrimetics
In mid July we introduced the first telephone sales activity. We had a target of $10,000 nett sales for July. We sold $35,000 airtime!!! Please accept our sincerest thanks for your thoroughly professional assistance and guidance in helping make our telephone sales campaign such a great success.
Kevin D Ihaia
General Manager
Fifeshire FM Broadcasters Ltd
My own experience suggests that the most successful trainers and motivators are those who are actively involved in working what they teach. Not only does this give them credibility in the eyes of the trainees but it also gives them constant insights into selling which many dedicated trainers either do not have or have forgotten through lack of practice.
Ian Curry
GM
Turners Car Auctions Christchurch
Feedback from the staff has been excellent. Tips on organisation rang true, excellent delivery, very inspirational and energetic. You inspired us to sell more Ad, to always get the order, great ideas about telephone techniques, an effective business tool to see business and attitude in a new light.
Michelle Barrow
Regional Trading Manager
Bartercard Christchurch
I feel that I have been privileged to have met you and heard your story, to go out of your way to talk to our class is really appreciated and what you had to say was very influential. You are a real role model.
Lyndon Hunter
Student
Aoraki Polytech Radio
Dean kept you motivated, very positive person to work with. I personally had a great time and enjoyed the entire day. Great high! Dean was very inspiring. His enthusiasm & ideas were very motivating and gave me the courage to tackle telesales, which I don't really like to do, with confidence, and it ensured a successful day.
Taranaki Sales Department Quotes
Stations of The Radio Network - Central Limited
I believe that timing is everything and in this instance the timing couldn’t have been better – the guys are talking about Cosmic Emails, thinking about the “Yes” answer, 90 day cycles, more calls - more calls ! And generally a whole lot more upbeat. Chestnuts on every desk!
Donna Silvester
Company Director
Silvester Motor Company
Dean is an inspiring person. He has shown me some simple techniques that will help me to grow my business to another level. I would highly recommend that anyone who has the opportunity of listening to Dean to do so. Guarantee you will not regret it.
Stewart Andrews
