Born in Northern Ireland in the early 60’s Ciaran McGuigan and his family have lived in Australia since 1988. He is a successful business owner, author, trainer, speaker and recognised expert in the one discipline which is critical to every businesses success – generating new business!
Ciaran and his team specialise in helping their clients win more business – more often! His first book; “The World’s Best Sales Tips” has been described as ‘the Swiss Army Knife of sales books’ And his second book: ‘Impact Negotiating’ was a global project with some of the giants of negotiating – James Hennig and Herb Cohen.
He is the owner and founder of Strike Force Sales; Australia’s leading New Business Development agency. Ciaran’s unique strategies and techniques have helped some of Australia’s leading organisations build their sale culture and team performance.
Recognised as Australia's leading speaker on B2B Prospecting and New Business Development, in 2008 Ciaran McGuigan anticipated the looming financial crisis and realised that the forgotten sales skills of the early 1990's were soon going to be in demand. He founded 'Strike Force Sales' and quickly established one of the regions fastest growing businesses.
Named by The Australian Financial Review as 'The Kings of Cold Calling', the business quickly established itself and was listed in the top 100 of BRW's Fast Starters. Business owners and executives use their unique systems and razor sharp team of experts at SFS, to generate momentum and results in their sales and marketing strategies.
As a salesman, Business Owner, Employer, Author and genuine expert, Ciaran’s systems and methodologies empower you, your team and business to achieve the success it deserves! He holds a Masters degree in Marketing and has lectured in Planning and Marketing Strategy at the University of Technology Sydney.
Talking Points
Call Reluctance
Module Outcome: This is the #1 sales problem in sales teams around the world. Increased activity, ability and confidence in calling ‘cold’ contacts.Call Reluctance
Module Method: Understanding the psychology of self promotion and techniques to remove / reduce the barriers through Instruction, illustration, exclusive earlycoach models, and self learning exercises.
Handling Objections
Module Outcome: Ability & confidence in dealing with ANY objection and get to the core issue.Handling Objections
Module Method: Breakdown of typical prospect responses – distillation to the four key objections & how to have the perfect response every time using exclusive earlycoach models. Role Plays, Flipcharts, Notes & Instruction.
Questioning & Listening Skills
Module Outcome: Knowledge of & confidence in key consultative questioning & engagement techniques. Getting the client to ask you in. Qualifying the prospect and each stage of the sale.Questioning & Listening Skills
Module Method: Awareness of current abilities, exclusive earlycoach models, Introduction of new models & role play.
Client & Self Motivation
Module Outcome: Appreciation of rational and emotional client drivers & how to build rapport and leverage.Client & Self Motivation
Module Method: Various personality models, Pessimist / Optimist index test. Self Talk and DIY psychology of sellin
Emotional Intelligence
Module Outcome: A deeper understanding of, and ability, to use the right tools to build true engagement with your customer.Emotional Intelligence
Module Method: Introducing key concepts & methods: Becoming a Trusted Advisor, Goleman's models, Transnational Analysis tools, Client Centric service, Greenleaf's Servant leadership.
