The Most Useful Selling Technique I Have Ever Used

By Christopher Golis MA MBA FAICD FAIM Australia’s expert in practical EQ

Please click on the link below for the full text.

The Most Useful Selling Technique I Have Ever Used

Presentation from the July PDF

Nancy Wang

Nancy is currently a Research Analyst at the ANZ Institutional Bank covering the Infrastructure sector in the Asia-Pacific region. She has an accounting background, having previously taken a 2-year cadetship with Ernst & Young, Sydney in Financial Services. Nancy is a passionate & curious individual and has both worked & traveled around the world, including an internship in Hong Kong in the asset management field and academic private equity research in the USA.

Nancy graduated with Distinction at the University of New South Wales, with majors in Finance & Accounting. She spent her penultimate semester at the Goizueta School of Business, Emory University, USA studying a combination of Liberal Arts subjects and working towards the completion of her Commerce degree. Prior to this, Nancy attended a Professional Finance Programe at New York University on a scholarship basis. During her university studies, Nancy co-founded the personal investment society, University Network for Investing & Trading (UNIT), which has now extended to both the University of Sydney & Macquarie University covering a broad membership base.

Nancy is a fluent Mandarin speaker and likes to keep updated with current issues from her homeland in Beijing, China. She enjoys hearty food and long-distance running (thankfully, they go hand in hand), and loves spending down time chatting to people – friends & strangers – as well as reading.

Next time you see Nancy at PDF, feel free to say hello, she would love the chat!

Sydney Professional Development Forum

“Leadership in the Connected World”
With Mr. Steve Vamos

The Sydney PDF team is immensely pleased to introduce this month’s guest speaker, Steve Vamos, non-executive Director of Telstra, and founding President of the Society for Knowledge Economics (SKE).

Steve Vamos

Steve comes from a highly accomplished international business background. He has held various leadership roles within Microsoft Corporation, including in Worldwide Sales and International Operations and has been the Vice President for Australia and New Zealand. Previously, Steve was the CEO of ninemsn, the online joint venture between Microsoft and Publishing and Broadcasting Limited, he was also the Vice President and Managing Director of Apple Computer Asia Pacific, as well as having held a number of Sales, Marketing and General Management positions in IBM Australia.

Steve was named in the top 5 listing of the most influential members of the Australian Technology industry (Australian Financial Review, 2004 & 2005). He holds a degree in Civil Engineering (Honours) from the University of New South Wales.

This August, Steve’s presentation will include an overview of his career journey and insights into ways to think about our career development. He will then focus on the concept of leadership in today’s connected society, drawing on research developled at the Society for Knowledge Economics – a not-for-profit think tank focused on positioning Australian workplaces as the most innovative and productive in the world.

We are very excited to invite Mr. Vamos to our forum and look forward to seeing you there!

Date: Tuesday, 24th August 2010
Time: 6:00pm for 6:30pm start (8:00pm finish)
Venue: Telstra Experience Centre, Level 4, 400 George St. Sydney NSW 2000
Cost: Free to PDF members and guests – RSVP required

Due to the limited seats available, please RSVP before 12pm 17th August 2010 by visiting the RSVP Page

If you cannot join us this time, but would like to be informed of future forums, feel free to join us on:

PDF Mailing List: http://mail.adifferentcorner.com/mailman/listinfo/pdf_adifferentcorner.com
Facebook: http://www.facebook.com/group.php?gid=2327519577
LinkedIn: http://www.linkedin.com/groupInvitation?groupID=112011&sharedKey=4974AF3D3C39

Special Thanks to Telstra

Sydney Professional Development Forum

“The Most Useful Selling Technique I Have Ever Used”
With Chris Golis

The PDF team is excited to bring you a special guest this month, Chris Golis, a director and charman of over 30 SMEs.  Where he will share with us the most valuable selling lesson in life. 

Chris Golis

Chris believes that while many consultants claims that the keys to success are things such as vision, business plans etc.  Frankly most suggestions were BS; the thing that makes a successful business is continuous sales to paying debtors. 

Assuming you believe selling is an emotional process you will learn how to discover a prospect’s core emotional drives, how to sell to them and how to close them.

Using the technique Chris was able to achieve the following:

• In his first year as salesman on quota in 1973, he sold $1.4 million and took the only account from IBM for ICL worldwide.
• As General Manager of TNT Payroll Systems, the division won all 15 of its major tenders, when on a market share basis only 1 or 2 wins were expected
• As a founder of Venture Capitalist Nanyang Ventures, he raised $140 million in 3 institutional VC funds which meant $28 million in fees over a ten year period.

Special Guest:
Christopher Golis – Fellow, Australian Institute of Company Directors

Date: Thursday, 29th July 2010
Time: 6:00pm for 6:30pm start (8:30pm finish)
Venue: Wallaby Room, L11, 320 Pitt St, Sydney NSW 2000
Cost: Free to PDF Members Only – RSVP Required
Dress Code: Business Attire

Due to the limited seats available please RSVP before 12pm 23rd July by visiting the RSVP Page

If you cannot join us this time, but would like to be informed of future forums, feel free to join us on:

PDF Mailing List: http://mail.adifferentcorner.com/mailman/listinfo/pdf_adifferentcorner.com
Facebook: http://www.facebook.com/group.php?gid=2327519577
LinkedIn: http://www.linkedin.com/groupInvitation?groupID=112011&sharedKey=4974AF3D3C39

Special Thanks to Telstra

Christopher Golis MA (Cambridge) MBA (London) FAICD FAIM

Chris Golis graduated in 1967 from Cambridge University in Experimental Psychology and Economics.  Over 100 Nobel Prize winners have been to Cambridge, nearly twice that of any other university.  In 1973 he graduated with distinction with an MBA from the London Business School, recently ranked #1 in the world by the Financial Times.  While he was there he was flown twice to New York for interviews with McKinseys, the world’s leading business consultants, and yet turned down their job offer to become a salesperson with ICL Australia. 

In his first year on quota, he sold $1.4 million and took the only account from IBM for ICL worldwide.  In his four years at TNT Payroll systems, volumes doubled, revenues quadrupled and annual profit increased 10 times.  In the last 18 months the division won all 15 of its major tenders, when on a market share basis only 1 or 2 wins were expected. He then changed careers and became a merchant banker with BT Australia and launching the first retail equity trust in Australia to raise $1 billion in funds. He then morphed into an early stage venture capitalist for 25 years and was a director of some 30 public and VC backed private companies.  He is one of the few people in Australia who have successfully grown companies that have made significant capital gains for their owners including Scitec, Neverfail SpringWater and VeCommerce.

Chris is a Fellow of the Australian Institute of Company Directors, the Australian Institute of Management, and the President of the Cambridge Society of NSW.

Sydney Professional Development Forum

“Impact Investing: Doing well while doing good…”
With Kylie Charlton
 

Interest in harnessing the capital markets and using investment to address social and environmental problems is increasingly gaining acceptance as charitable and government capital is deemed insufficient to address global challenges?

Kylie Charlton

The PDF team is excited to bring you a special guest this month, Kylie Charton, Kylie Charlton, co-founder and managing director of Unitus Capital, will talk of her journey to and work in the new industry of impact investing which is at the forefront of the idea that investment, rather than philanthropy, will be the vehicle to mobilize much needed capital needed to address environmental and social challenges around the world.

Unitus Capital was founded in July 2008 by the international non-profit Unitus, Inc. and several committed investors. Since this time UC has raised over US$100 million for 15 clients in India, including some of the leading MFIs as well high potential  emerging Tier 2 MFIs, and built a solid transaction pipeline with signed mandates to raise capital in excess of US$400 million for clients across India, Philippines and Pakistan and in a range of sectors benefiting those at bottom of the economic pyramid.

Special Guest:
Kylie Charlton – Managing Director, Unitus Capital 

Date: Wednesday, 23rd June 2010
Time: 6:00pm for 6:30pm start (8:30pm finish)
Venue: Wallaby Room, L11, 320 Pitt St, Sydney NSW 2000
Cost: Free to PDF Members Only – RSVP Essential
Dress Code: Business Attire

Due to the limited seats available please RSVP before 12pm 18th June by visiting the RSVP Page

If you cannot join us this time, but would like to be informed of future forums, feel free to join us on:

PDF Mailing List: http://mail.adifferentcorner.com/mailman/listinfo/pdf_adifferentcorner.com
Facebook: http://www.facebook.com/group.php?gid=2327519577
LinkedIn: http://www.linkedin.com/groupInvitation?groupID=112011&sharedKey=4974AF3D3C39

Special Thanks to Telstra

Kylie Charlton
Managing Director - Unitus Capital

Kylie Charlton is a managing director and founding team member of Unitus Capital (UC), a financial advisory firm specializing in arranging capital for social enterprises benefiting those at the bottom of the economic pyramid. With operations in Bangalore, Hong Kong, London and Sydney, UC delivers a range of financial advisory and capital market services to clients throughout Asia. UC values and seeks to embody fairness, equitable allocation of capital, professional delivery of high-quality services for all, and passion to change the world.

Kylie has 17 years banking and finance experience including working at the intersection of mainstream capital markets, social investment and philanthropy since 2004. Kylie has arranged capital for microfinance institutions and social enterprises around the world, advised banks and investment funds on their microfinance investment strategies, and developed and raised capital for specialised investment funds.

Kylie is also actively involved in looking at the development of social investment in Australia through her work as Social Investment Fellow at the Centre for Social Impact, and previously under the Heloise Waislitz Fellowship 2009 at the Asia Pacific Centre for Social Investment and Philanthropy (APCSIP) at Swinburne University.

Kylie holds a B.A. in Commerce (Banking and Finance) from the University of Canberra and an M.B.A from the Said Business School at Oxford University.

 Sydney Professional Development Forum

 “How to Build a Successful Career or Business – Without Trying”
With Adam Driussi 

Adam Druissi

This May the PDF team is excited to bring you our very special guest, Adam Driussi. Adam is a founding partner of Quantium, one of Australia’s leading actuarial consulting firms. Prior to founding Quantium, Adam was the youngest ever partner at Deloitte Touche Tohmatsu in Australia where he led the firm’s insurance pricing and customer analytics practice.

We are honoured to have Adam join us to share key strategies for building a successful career and business in a competitive environment. He will discuss why focusing heavily on your end goals may prevent you ever getting there, and share his personal story in building Quantium, which has grown rapidly to now employ over 50 professional staff.

Adam will also explore the many lessons learnt on the way to his success, and in particular why focusing on being innovative and on clients is more important than focusing on profit. 

Please join us for this exciting evening with Adam on Monday 17 May, and catch up with others in our network.

Special Guest:
Adam Driussi – Director, Quantium

Date: Monday, 17th May 2010
Time: 6:00pm for 6:30pm start (8:30pm finish)
Venue: Wallaby Room, L11, 320 Pitt St, Sydney NSW 2000
Cost: Free to PDF members and guests – RSVP required

Due to the limited seats available please RSVP before 12pm 12th May by visiting the RSVP Page

If you cannot join us this time, but would like to be informed of future forums, feel free to join us on:

PDF Mailing List: http://mail.adifferentcorner.com/mailman/listinfo/pdf_adifferentcorner.com
Facebook: http://www.facebook.com/group.php?gid=2327519577
LinkedIn: http://www.linkedin.com/groupInvitation?groupID=112011&sharedKey=4974AF3D3C39

Special Thanks to Telstra

Adam Driussi
Quantium

Adam Driussi is a founding partner of Quantium, one of Australia’s leading actuarial consulting firms.  Quantium has grown quickly to employ over 50 professional staff working across a diverse range of businesses including pricing, financial risk management, customer and marketing analytics, media planning and software development.  They now advise clients throughout Australia, New Zealand, Asia and Europe including almost all of Australia’s leading bank, insurance, retail and telco brands.
 
Prior to founding Quantium, Adam was the youngest ever partner at Deloitte Touche Tohmatsu in Australia where he led the firm’s insurance pricing and customer analytics practice.
 
Adam graduated from Macquarie University with a Bachelor of Economics (Actuarial Studies).  He is a Fellow of the Institute of Actuaries of Australia and a Fellow of the Financial Services Institute of Australasia.
 
http://www.quantium.com.au/index.php

Sydney Professional Development Forum

“Leadership in the Media World”
With Narelle Hooper

Narelle Hooper

The Sydney PDF team is immensely pleased to introduce this month’s guest speaker, Narelle Hooper, Editor of the Australian Financial Review BOSS.

Narelle comes from an accomplished media background, having been a former senior writer at AFR, reporting on Australian business and financial markets for nearly 20 years. She previously worked as finance correspondent with ABC Radio’s national current affairs programs AM and PM, and was a presenter of SBS TV’s ‘The Business Show’. Narelle has also reported on federal politics as BRW Magazine’s political correspondent based in Canberra and is a former editor of its Rich 200 List.

Narelle grew up in country NSW and studied journalism at Canberra University. She holds a Masters of Management (Financial Management) from Macquarie Graduate School of Management.

Spanning across a broad range of professional and personal endeavours, Narelle is a member of the Women in Management committee at the American Chamber of Commerce, a member of the Sydney Advisory council of the Centre for Social Impact and a member of the women’s advisory group at National Breast and Ovarian Cancer Centre.

Narelle Hooper is the first media leader to speak at PDF. Her presentation will include background on her career journey and insights into ways to think about your career development. She   will also provide some insights into how the media can be used effectively, followed by a Q&A session.

We are very excited to invite Narelle to our forum and look forward to seeing you there!

Date: Wednesday, 28th April 2010
Time: 6:00pm for 6:30pm start (8:30pm finish)
Venue: Wallaby Room, L11, 320 Pitt St, Sydney NSW 2000
Cost: Free to PDF members and guests – RSVP required

Due to the limited seats available please RSVP before 12pm 23rd April by visiting http://www.adifferentcorner.com/pdf

If you cannot join us this time, but would like to be informed of future forums, feel free to join us on:
PDF Mailing List: http://mail.adifferentcorner.com/mailman/listinfo/pdf_adifferentcorner.com
Facebook: http://www.facebook.com/group.php?gid=2327519577
LinkedIn: http://www.linkedin.com/groupInvitation?groupID=112011&sharedKey=4974AF3D3C39

Special Thanks to AFR

Sydney Professional Development Forum

“Eastern Windows, Western Skies”
With Mrs. Jenny Wallis

Jenny Wallis

The Sydney PDF team is immensely pleased to introduce this month’s guest speaker, Mrs. Jenny Wallis of the Hong Kong Australia Business Association (HKABA).  Mrs. Wallis has had a highly accomplished career in Hong Kong civil service having spent over 30 years overseeing various administrations in the Hong Kong Government. Her expertise brought her to Sydney, where she headed the government representative office in Trade for over 9 years. She is now respected as an experienced advisor in Australia & Hong Kong trade economics, and holds relationships with key Hong Kong business associations around the world.

This month, Mrs. Wallis will generously share a personal story with the group. She will speak about the lessons learnt and challenges faced throughout her career, and in particular, highlight a key event in history – China’s resumption of sovereignty of Hong Kong in 1997.

Through Chinese eyes, Mrs. Wallis will describe the intricacies of the city’s transition from a British colony to a PRC Special Administrative Region.  Mrs. Wallis’ presentation will be followed by a Q&A session where PDF members will have a chance to ask for her insights on how Sino-Australian business is done, how it will be done in the future, as well as the opportunities that lie ahead for business and career development.

Date: Wednesday, 24th March 2010
Time: 6:00pm for 6:30pm start (8:30pm finish)
Venue: ANZ Bank, Level 20, 20 Martin Place NSW 2000
Cost: Free to PDF members and guests – RSVP required

Due to the limited seats available please RSVP before 12pm 19th March by visiting
http://www.adifferentcorner.com/pdf

If you cannot join us this time, but would like to be informed of future forums, feel free to join us on:
PDF Mailing List: http://mail.adifferentcorner.com/mailman/listinfo/pdf_adifferentcorner.com
Facebook: http://www.facebook.com/group.php?gid=2327519577
LinkedIn: http://www.linkedin.com/groupInvitation?groupID=112011&sharedKey=4974AF3D3C39

Special Thanks to ANZ Banking Corporation

Sydney Professional Development Forum

“Engaging with the Dragon”
with Emma Lo Russo

Emma Lo Russo

In this month’s PDF forum, Emma will share with us her journey in leading Altium, one of Australia’s largest software companies, in its quest to sell and market its world-leading software in China.  She will also share with us her thoughts on dealing with China’s unique cultural & business environment.

Emma’s career-to-date has spanned general management, go-to-market strategy development, planning, and senior marketing leadership roles. At Altium she was President & Chief Operating Officer with responsibility for the global sales, finance, people, manufacturing, logistics and marketing teams. In her role of President she held overall global responsibility for the company’s enterprise strategies, market positioning and key growth initiatives which included the development of a successful IP protection strategy to compete with software piracy in China.

Special Guest: Emma Lo Russo – Director of Validity Coaching & CEO of 4C Growth

Date: Wednesday, 24th February 2010
Time: 6:00pm for 6:30pm start (8:30pm finish)
Venue: Wallaby Room, L11, 320 Pitt St, Sydney NSW 2000
Cost: Free to PDF members and guests – RSVP required

Due to the limited seats available please RSVP before 12pm 22nd January by visiting http://www.adifferentcorner.com/pdf

If you cannot join us this time, but would like to be informed of future forums, feel free to join us on:
PDF Mailing List: http://mail.adifferentcorner.com/mailman/listinfo/pdf_adifferentcorner.com
Facebook: http://www.facebook.com/group.php?gid=2327519577
LinkedIn: http://www.linkedin.com/groupInvitation?groupID=112011&sharedKey=4974AF3D3C39

Special Thanks to Telstra

“You’re feeling fresh and new, buoyant with energy from the New Year, New Decade! This year is going to be different.

This year you’re going to follow through and make the changes in your life you’ve been talking about for ages. You’re going to get that new job, shed those extra kilos, find a new relationship, start that novel, take some classes, go on that dream holiday (oh, wait…is this last one a goal or is it a reward? More on this later).”

Please click on the link below for the full text.

Goal Setting that Works