GET TO YES by Listening, Not Telling with Neil Osborne | Selling in the Hair, Beauty and Body Industries

Neil Osborne | The Sales Catalyst
  • 5.0 (1)
  • BUSINESS

If you’re frustrated and struggle to be successful in the Hair, Beauty and Body Industries, the GET to YES Podcast will help transform your business, brand and financial reality. The GET to YES Podcast is for those B2B sales people and B2C salon and clinic owners and staff, who are ready to learn how to talk with, not at, their clients and customers. In each episode, Neil Osborne explains practical ways to master a more empathetic and persuasive sales approach, that’s been proven to dramatically lift sales results. It comfortably moves conversations toward that magical word, yes. Not by being pushy. Nor through talking. It’s by simply asking and listening. Fans of the approach that the GET to YES podcasts teaches, acclaim the powerful messages it delivers and how they’ve built better client relationships, respectfully moved them to action and created growth for both their brands and clients. The GET to YES Podcast celebrates the fact that in a people-focused industry, you get to ‘Yes’ more frequently, by asking and listening, instead of ‘telling’ your brand or product story. Note: Remember to check the B2B or B2C descriptor in the Podcast title, for the most suitable episode for you.

  1. E46 B2C Interview w:- Kelly Kent, Owner of Cranium Hair

    07/13/2021

    E46 B2C Interview w:- Kelly Kent, Owner of Cranium Hair

    E46: B2C Interview w/- Kelly Kent, Owner of Cranium Hair This Clinic Growth Sprints guest interview is with a very astute salon owner, Kelly Kent, the founder and owner of Cranium Hair ­­ – a multi award winning salon in Manly, on Sydney’s Northern Beaches. Kelly confesses that while she never focused on dollars, she has always focused on the important KPIs and performance markers which allowed her to grow and improve her client servicing skills. Kelly openly discusses the different phases she’s moved through, since opening her own salon in 1997. Cranium has been profitable from day one and that was due to her early understandings of the percentages required to run a profitable business. As Kelly states, she was never strong at maths, however once the money started coming out of her back pocket, it really made her change her approach. She also shares how she went from a highly profitable salon to a period where she lost focus – resulting in money being wasted and her percentages drifting. She also talks with Neil about how she expanded into beauty and then realised it didn’t work – so she quickly withdrew. An amazing learning experience. In this episode you’ll learn: How ego can get in the way of success How making timely decisions is the way to stay profitable The frequency that Kelly reviews her Profit & Loss How Kelly looks at and responds to trends and areas of change That money is the result of you doing our job well See omnystudio.com/listener for privacy information.

    30 min
  2. E45 B2C Interview w/ Emiliano Vitale Owner E Salon

    06/30/2021

    E45 B2C Interview w/ Emiliano Vitale Owner E Salon

    This Clinic Growth Sprints guest interview is with an internationally recognised and awarded Hairdresser, Businessman and Owner of e-Salon, Emiliano Vitale. During the conversation, they re-visit the early days of Emiliano’s his first salon at the age of 22, in Double Bay, Sydney. He clearly remembers the days there wasn’t any money left for him and openly shares his learnings from that difficult time. Emiliano’s enjoyed a hugely successful career and is widely admired and respected for his deep belief in having high ethics, morals and purpose in his work – all of which he inherited from his father, Samuel. His key piece of advice to his younger self is “to focus on what you’re good at” and during the chat with Neil, he also reflects on a saying he’s very fond of, which is “do more than what you’re paid for.” In this episode you’ll learn How deep personal beliefs can influence who you are and impact your success How to manage your ego in the world of business The importance of recognising what you’re good at The benefits of understanding your business’s percentages How to reserve and build profit within your business. See omnystudio.com/listener for privacy information.

    34 min
  3. E44 B2C Interview w:- John Cook - Owner of Stylz Hairdesigners

    06/16/2021

    E44 B2C Interview w:- John Cook - Owner of Stylz Hairdesigners

    This Clinic Growth Sprints guest interview is with John Cook, owner of the extraordinarily successful Stylz Hairdesigners chain of salons, and it’s a short masterclass in running your business. It’s also an insight into the once-in a lifetime business opportunities that are available, if you know where to look. Neil and John cover the importance of running your business with a clear understanding of what it costs to operate your business and knowing what’s lefts over. John also stresses the necessity of running your business at a profit (that is, if you want to stay in business). John has multiple salons across Westfield Shopping Centres, and he openly shares his approach to managing the ever-increasing rents of large centres. His knowledge, wisdom and advice are priceless. The conversation concludes with John highlighting a unique once in a lifetime opportunity – where you can start a salon with close to zero entry costs. In this episode you’ll learn Insider tips from a hair salon industry expert The importance of knowing how much is left after the running costs are paid Keeping your eye on profit and understand your costs Hidden opportunities that are out there See omnystudio.com/listener for privacy information.

    30 min
  4. E43: B2C Interview with Dennis Langford MD Tony&Guy Australia

    06/02/2021

    E43: B2C Interview with Dennis Langford MD Tony&Guy Australia

    Our Clinic Growth Sprints series of episodes takes a new direction, with Neil inviting accomplished industry personalities to the microphone, and asking them a simple question: “If you were starting out as a Salon Owner today, what business and financial advice would you give your younger self?” In the first of these new interviews, we’re delighted to have Dennis Langford, Managing Director of Tony & Guy Australia, as our guest, and to share some of his time and wisdom. Dennis and Neil initially share their memories of the industry and revisit the start of Tony & Guy in Australia. Then, Dennis openly shares some of his learnings along the journey and how he got through both the good and bad times. Of particular interest is understanding how he came to grips with the financial side of the Tony & Guy business. In this episode you’ll learn: The value of having a good team around you Understanding the importance of managing the costs of your business That stress reduces your creativity How to start your business planning from by starting with profit first The 4 steps of the pathway of least resistance   See omnystudio.com/listener for privacy information.

    23 min
  5. E42: B2C Interview w/- Marcus Kroek How to create business profits

    05/11/2021

    E42: B2C Interview w/- Marcus Kroek How to create business profits

    A thought-provoking episode where Neil’s guest, Marcus Kroek, talks about creating business profits. Marcus is an accomplished business owner and business coach at Amazing Tradies, who shares his experiences and learnings about understanding the differences between turnover and profit. Neil and Marcus discuss some of the limiting behaviours around creating profit, and how stress reduces both your creativity and general business energy. They also discuss an alternative approach ­– of setting up systems around your areas of stress, to help inspire the return of your creativity and energy. And how this can then help produce the quality services that you’re known for. In this episode you’ll learn: How family beliefs can affect your financial management skills Simple examples of systems that will reduce your financial stress. How to stay in your zone of genius, to produce high quality treatments and services   See omnystudio.com/listener for privacy information.

    20 min
  6. E41: B2C Interview with Sarah Garner – Cash management in the beauty and hair industry

    04/27/2021

    E41: B2C Interview with Sarah Garner – Cash management in the beauty and hair industry

    An interesting episode where Neil’s guest, Sarah Garner, discusses how to make a clear profit in a small industry-based bushiness. Sarah is the founder of a branding agency, Digital Bloom, where she needed to upskill in the way she handled the cash flow of her business. The Profit FirstⓇ cash management system assisted Sarah to establish several bank accounts, that allowed her to manage the cashflow and the allocation of her funds to different areas. This simplistic system helps Sarah fund growth and establish a team in her business. Today, she runs her business with five foundation accounts. In this episode you’ll learn: Establishing a cashflow system that can help you grow How being able to pay your team and tax obligations, reduces the stress Having a cash management system allows you to have clarity around your business finances   See omnystudio.com/listener for privacy information.

    26 min
  7. E40-B2C Interview with Jennifer McKinley Cor Silver - Using Profit First to rebuild a profitable skin care brand

    04/13/2021

    E40-B2C Interview with Jennifer McKinley Cor Silver - Using Profit First to rebuild a profitable skin care brand

    This episode takes us on a journey of building a global Skincare brand, Cor Silver. Jennifer McKinley with Neil discusses some of the difficulties in growing an international skin care brand. Jennifer’s journey started with a MBA degree from Yale university, thinking that would set her in good stead off she set to grow a skin care brand. In doing so she chased top-line sales growth and managed to secure many prestigious stockists around the world. Only to discover that at the end of the month after paying her team and other costs there wasn’t the profit she had hoped for. At a point of shear frustration Jennifer discovered the Profit First system which allowed her to restructure her finances. This opportunity also forced her to review the brands profitability and as a result she withdrew the brand from Russa and Japan. Today with refined distribution plan Jennifer has a profitable business that allows her a lifestyle. This sis a truly inspirational story that all business owners need to hear. In this episode you’ll learn: That top line growth is not always profitable. Turnover is vanity and profit is sanity. Making the tuff business decision can lead to a more enjoyable business lifestyle See omnystudio.com/listener for privacy information.

    28 min
  8. E39-B2C Interview with Richard Barram - Clinic lease renegotiations to produce more profit

    03/30/2021

    E39-B2C Interview with Richard Barram - Clinic lease renegotiations to produce more profit

    Again, we’re joined by Richard Barram from the Barram Property Group – our resident expert on lease negotiations. This episode covers the key points to cover when renegotiating your lease, to ensure that it positively contributes to your business stability. We also explore the avenues available to reduce some of the costs associated with your lease. It’s fair to say that Richard’s work starts from the premise that the leasing market has changed. And that means that perhaps you also need to change the way you think about your lease. He covers important ideas like: if your lease is coming up for renewal, are you better off having your lease viewed as a sitting tenant, or is there an advantage in renegotiating as if you were a new tenant? Richard shares a view that may end up delivering substantial savings to you and your business, so don’t miss his suggestions. Two of the key messages throughout all Richard’s interviews are the steps you can take to increase your value to your landlord, and that everything is negotiable. In this episode you’ll learn: How to get your landlord to understand with your needs How your lease renegotiation can produce savings Clear action steps you can take to look for savings in your lease agreement   See omnystudio.com/listener for privacy information.

    19 min
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If you’re frustrated and struggle to be successful in the Hair, Beauty and Body Industries, the GET to YES Podcast will help transform your business, brand and financial reality. The GET to YES Podcast is for those B2B sales people and B2C salon and clinic owners and staff, who are ready to learn how to talk with, not at, their clients and customers. In each episode, Neil Osborne explains practical ways to master a more empathetic and persuasive sales approach, that’s been proven to dramatically lift sales results. It comfortably moves conversations toward that magical word, yes. Not by being pushy. Nor through talking. It’s by simply asking and listening. Fans of the approach that the GET to YES podcasts teaches, acclaim the powerful messages it delivers and how they’ve built better client relationships, respectfully moved them to action and created growth for both their brands and clients. The GET to YES Podcast celebrates the fact that in a people-focused industry, you get to ‘Yes’ more frequently, by asking and listening, instead of ‘telling’ your brand or product story. Note: Remember to check the B2B or B2C descriptor in the Podcast title, for the most suitable episode for you.

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