Professional Selling for PCO’s

Keeping Australia MeetingAn Insight into Professional Selling for PCO’s by Greg Stockwell

Ah Selling!….. For many Australian business professionals the word is immediately met with a thought bubble often aligned to being pushy, abrasive, imposing, arrogant and generally being unpopular with mainstream business culture.Unfortunately it’s often seen as trip to the dark side of the business matrix.

Sales people are seen by many as performing a task that others don’t want to do and may be derided for their vital service. We have all heard the references made about any type of sales professional being compared to a used car sales person which evidently is the plimsoll line of undesirability and for being perceived as a social pariah. Irrespective of your personal views on selling there is one irrefutable fact that no one can reasonably deny…No Sales means No Business. In essence your firm’s sales methodologies and protocols directly determine the financial fate of your business and will also determine your station in life from where you live to the quality of your kids education.

Firstly we need to realise that the world of business irrespective of the industry type is based on selling and the chances are you are not aware of how many times a day you are being ‘sold’ and you just don’t realise it. Professional selling isn’t about abrasiveness or imposing yourself on your clients. Selling is an amalgam of skills that importantly needs to be aligned with your personality style in order to be consistently effective. At conferences I identify the traits that indicate your likeliness of sales success and how your personality impacts on your sales performance irrespective of the the type of product or service you are offering. There are markers that reveal not only your personal level of ‘Sales Centricity’ as we call it, but  also areas that may require more attention as part of your professional development path.

With the correct training combined with increased self awareness you can easily increase your sales skills and immediately impact on your market penetration and your bottom line profitability irrespective of market conditions. It may seem odd, but it’s possible to do this on a daily basis with what we refer to as ‘layering techniques’. The techniques to which I refer are as equally suitable to a the world of IT, Property, Agriculture & Industrial sales are they are to you as a PCO.

I’m looking forward to sharing some of these performance markers and skill enhancement techniques with you at the upcoming PCO conference in Melbourne in November.

Greg Stockwell is Managing Director of Sales Training Australia with offices in Sydney, Brisbane & Melbourne.
Greg conducts keynote conference presentations & interactive conference breakout sessions throughout Australia & Internationally. He travels ex Sydney.

Contact –  Mobile 0413 992132

The number of regularly-occurring, internationally-rotating association meetings is increasing by 100 per cent every 10 years

Keeping Australia MeetingSource: International Meetings Review

The International Congress and Convention Association released a report yesterday that looks at convention trends not in terms of year-over-year, but in terms of generations. “A Modern History of International Association Meetings: 1963-2012” is part of ICCA’s 50th anniversary year, and reveals some very promising patterns: Looking at aggregated figures for each five-year period (to remove annual fluctuations), the number of regularly-occurring, internationally-rotating association meetings is increasing by 100 per cent every 10 years, and has been consistently doing so for the last half century, with no signs of a slowdown

The full story can be found here

The implications of the report and the number of regularly-occurring, internationally-rotating association meetings will discussed at The SIG meeting of the 6th Annual Professional Conference Organisers Meeting in Melbourne this November: visit the conference website here

The 2013 conference will look at some of the “big picture” issues that are likely to impact the MICE sector in the next five years.

From Dr Frank Gelber, Chief Economist at Biz Shrapnel to Prof David Weaver and the “Lifecycle of Destinations”, we will examine Aviation, Venues, Global Meeting Trends and the continuing impacts of Technology. We will also address new age marketing and the development of online business communities.

The bread and butter issues have not been forgotten and will include a lengthy session on PCO business models.

The provisional program has been published on the conference web, it has been designed to be inclusive and encourage discussion.

Meetings Industry – PCO Conference November 2013

Meetings Industry – The PCO Annual Conference & Exhibition will be held at The Pullman
Melbourne, Albert Park from Thursday November 28 to Saturday November 30th 2013.

Michael Hann speaking at PCO Conference in Melbourne

Michael Hann

Michael Hann from Deep Blue Learning is now confirmed as one of six workshop presenters at the Meetings Industry PCO Annual Conference & Exhibition in November.

His topic is Building “Humane” Programs and Content.  He develops conference themes, content and then facilitates the subsequent coaching of presenters to deliver their content in an engaging and impactful way. His recent co-authored book “Humane Presentations” outlines how to structure and deliver a presentation in a way that will engage the audience in a natural way, making it easy for them to intake and process the content.

“One definition of “humane” is a commitment to the alleviation of suffering, and we could all concede that we have sat through programs and content that were anything but “humane”!” said Michael.   Not always, but often, event planning is dominated by logistics, registrations, flights, gala dinners, logos and social events, all vital things.

The “content” of the event however, is sometimes left to the individual presenter who turns up on the day with a usb stick, hands it to the AV operator, and starts “clicking” through it. Often to the dismay and inevitable suffering of the audience.   Michael said “This workshop will be “humane” and help you define for your clients what Content Direction is, why they should consider doing it and show you how you can help them through the process. Ultimately adding value to your clients’ events and to your business.”

All workshops are free to full conference delegates.  You can see the program at

Meetings Industry – The PCO Annual Conference & Exhibition will be held at The Pullman
Melbourne, Albert Park from Thursday November 28 to Saturday November 30th 2013.
The Meetings Industry Premier Educational and Networking Event