We know each client has their own individual requirements. And while each engagement is unique we apply proven methodologies and listen closely to tailor our approach in a way that ensures the best outcome. We think our process works well, but don’t take our word for it. Here’s what our clients have said about how we have helped them.
At every point of the process we felt the professional guidance provided was focused and relevant to our needs.
“The challenge we were facing was that our business had grown from a small business where the ‘all hands on deck’ approach was the norm, and we recognised that our growth would be stunted unless we engaged someone to assist us with a plan moving forward to support our growth.
The advisor team was exceptional with facilitating the discussions that lead to our plan, the answers were all floating around in our heads but we needed assistance with getting them on paper. The years of experience that Stuart and Steve have was evident in the processes that were used to derive the plan.
We are extremely happy with our plan, we could not have come up with such a detailed and formal document on our own. The biggest outcome will come from applying the plan, Stuart and Steve have gone out of their way to assist us with making sure we are guided through that process.
The objective was always clear to create a plan that we could grow with, and at every point of the process we felt the professional guidance provided was focused and relevant to our needs. Importantly, we felt that our time was always very well utilised during the planning meetings.
The work done over the last 6 months has already changed the way we do business, every important decision we make in the business is now aligned with our strategic plan. This ultimately will see our business grow with the right processes to support a sustainable and profitable business.
We have thoroughly enjoyed working with you, and look forward to continuing to work with you while we grow.”
Brett Holdsworth, CEO
TPS Group, Gold Coast QLD (Traffic and parking systems)
Your style of being direct, diplomatic and encouraging is exactly what I needed.
“I very much appreciated your style of guiding me – being direct and still diplomatic and encouraging is exactly what I needed. On my own, I would not have made so much progress.
You really helped me to find a different angle to selling, speaking about my work and networking. By the way, yesterday an HR person contacted me via LinkedIn regarding a 3-hour workshop on Time Management – which fits into my self-management concept. So I guess activity truly attracts, and I will keep going and applying all that we talked about.”
Lenka Grackova, Principal – Business coaching client
REALISER, Seneffe, Belgium (Professional services)
Without Stuart’s knowledge and guidance, we would never have been ready for the next step in growing our business.
“We were looking to recruit a Sales Manager to assist us in the growth of our business, however we didn’t have a complete picture of the role and the processes required to manage the sales process. Stuart was recommended to us by a mutual associate and we quickly realised that his advice and support was what we needed.
Stuart was able to assist us in implementing the sales process as well as determine the role of the sales person. Without Stuarts knowledge and guidance, we would never have been ready for the next step in growing our business. Although we only worked with Stuart in a limited capacity, we would not hesitate to use his services again in the future and would highly recommend him to anyone looking to grow or improve their business.”
Anthony Fensom, CEO
Consulting IT, Brisbane QLD (Computer and data management)
It dawned on me how much my perspective has changed.
“Thank you so much for your time over the last few months, I have found it really beneficial. It really did dawn on me Monday when we re-capped on the last four months, just how much my perspective on my role has changed since we first met.”
Benn Keighley, Construction Manager – Management coaching client
M2 Electrical, Brisbane QLD (Commercial electrical contractors)
I wanted to give them specific tools to deliver growth; I’m happy to say the program you presented delivered just that.
“Dear Stuart, I wanted to write to you to express my sincere thanks and satisfaction following the recent sales training you carried out for our Australian and New Zealand Sales team at the Kingston Links Golf and Conference Centre in Melbourne.
This was the first time we had our whole ANZ sales team together for many years and I wanted to give them some specific tools that they could use in the planning their sales territory and delivering the much-needed growth whilst improving customer satisfaction. I’m happy to say that the program you presented delivered just that.
In particular the team found great benefit in understanding communication styles, effective listening and using the S.O.X. questioning methodology to understand where the customer is in the buying cycle, what they actually want and how we are best capable to deliver this.
I thought the pre-work that you asked for added to the overall effectiveness as this gave each person an understanding of their own personalities and how they can get the best from themselves and also understand how they can best interact with customers of alike or differing personality traits.
The inter-group work during the training session was effective in getting the team to understand customer concerns and possible objections which led to us agreeing several action points, one of which will be to develop a frequently asked question cheat sheet and an equally important answer cheat sheet.
In summary I can state with confidence that the team thoroughly enjoyed the training and appreciated the tools they received, and I look forward to seeing the benefits translate into sales and enhanced customer satisfaction levels.”
Andy Evans, Managing Director ANZ
IMI Australia Pty Ltd, Melbourne (Motion and fluid control technologies)
Stuart was patient, flexible and knowledgeable.
“Stuart was patient, flexible and knowledgeable. He took the time to truly understand our business. He cares about implementation and is dissatisfied with producing a plan that merely sits on the shelf. Without Stuart’s guidance and involvement, we would still be undertaking our adhoc promotional efforts. We now have a strategic marketing plan & action plan for our organisation that is practical, purposeful and aligns with our strategy.”
Helen Zwicker, Executive Officer
Kiama Community College, Kiama NSW (Vocational and adult education)
The best thing is I now have a road map.
“The objective of engaging Stuart Ayling was to put together a cohesive marketing strategy for the business. Our company has been operating successfully for over 40 years and it was time we paid more attention to our marketing.
We chose to work with Stuart as he was recommended to me as someone that has a very practical approach. And I decided we needed to engage a consultant with specific marketing knowledge mixed with a broad experience, which Stuart has, to ensure implemented recommendations would deliver a return on investment.
I found Stuart has a likable character and is very easy to work with. The best thing is that I now have a road map of specific marketing activities that can be implemented with confidence.”
Donna Cazzolato, General Manager – Sales and Marketing
Angelo’s Fresh Pasta Products, Brisbane QLD (Food manufacturing)
Within the first break one of my team said she’d “learnt more in the last couple of hours than she had in the last 6 months.”
“For a tech start-up it’s very easy to become obsessed with culture. What does culture mean? How can you create a cool culture? It seems hard to ignore Silicon Valley’s ping pong tables and bring-your-dog-to-work days.
However, at Receipt Bank we fundamentally believe that “tomorrow we get to do it all again… but better!” With this comes a responsibility for continual (and obsessive) curiosity. Learning, reading and thinking. Developing and mastering skills so we’re better as individuals and as a team. This becomes harder when you’re growing at pace and there’s no time to lose with developing and on-boarding our team.
At the beginning of the year it was evident professional sales training would contribute to our success. However, I had no idea how big the impact would be.
It’s not often I have such confidence so quickly, but within the first 30 minute phone call with Stuart I knew he understood what I wanted to achieve. Stuart asked me and my team a number of probing and thoughtful questions, which meant he really got to know our sales process and the team structure.
Before the first session Stuart spent a lot of time with me, over a number of weeks developing the consultative and conversational approach. We split the workshop into a number of sessions for the team – focusing on different roles and different themes.
Stuart quickly made the team feel comfortable and engaged during the sessions. Within the first break one of my team said she’d “learnt more in the last couple of hours than she had in the last 6 months.”
Stuart’s investment in getting to know our company and the team has been hugely valuable to us, and to me personally. The workshops have bred a level of confidence and curiosity. Encouraging the team to step back and think about their roles as advisors and the relationships they have with our partners. This approach has now remained embedded months after the initial workshops.
With Stuart’s help the process of handling objections, setting an agenda and using relevant case studies and insights has become second nature to the team.
Stuart’s thoughtful, consultative approach was evident in developing the content and delivering the workshops – but also in the weeks and months following the training. I can’t thank Stuart enough for his continual help, advice and time – his training instantly made a difference and importantly continues to do so on a daily basis. Stuart’s sessions have helped me to embed the consultative approach within our culture.”
Sophie Hossack, Country Manager, Australia & New Zealand
Receipt Bank, Sydney NSW (Online accounting software)
It has really built our capabilities as a management team.
“The work that we do is often very reactive. Our management team are responsible for operational matters but also need the time to work on important improvement projects that will benefit the entire team and company. Our project managers make and receive a huge number of calls per day which can be very disruptive.
We wanted to make sure our team had the skills to manage the demands of the role without feeling overwhelmed, and still manage to attend to those important tasks that get lost amongst more urgent matters.
To deliver the training we wanted someone who ran their own show so that we knew we would get a quality tailored product instead of something mass produced. Stuarts approach also focuses on encouraging a change in behaviour and thinking as opposed to just learning ‘tips’ and ‘tricks’.
From the outset Stuart made a point of getting to know our business and getting to know our individual needs. For the actual sessions we liked Stuart’s no-tech approach as it made the sessions feel very personalised and relevant instead of just working from a PowerPoint.
The sessions were engaging and having them split over weeks allowed us time to digest the information which I think has made it sink in more.
We were impressed by how relevant the training was and how it contributed to our business in more ways than just learning time management and personal organisational skills.
The training ultimately got us thinking more strategically about how the business is structured and the gaps that maybe exist that are preventing us from working as efficiently as possible. It has really built our capabilities as a management team and got us thinking about some bigger picture things that maybe need to change in order for the entire team to work more efficiently.
As individuals we are now talking in time management lingo around the office which shows a big increase in awareness about things that impact on our ability to be efficient.”
Mia Graham, Director & General Manager
M2 Electrical, Brisbane QLD (Commercial electrical contractors)
Sales figures up by 20% on last year
“We wanted help with sales techniques to change the way we approached our customers, with an aim of our sales team focusing more on sales and not simply customer service. We choose Stuart Ayling from researching his experience and topics covered in the sales training, and we gained confidence in Stuart through initial contact with him.
As a direct result of the training our sales team has gained specific knowledge of more effective sales techniques, as well confidence and motivation. And I am pleased to say I have seen significant improvements in their performance already.
Overall the sales team, including myself, was extremely impressed with the training provided. It has been very beneficial and we feel it will continue to add to our overall professionalism in sales.”
Update 12 months later:
“Since we did the training with you, at this time last year, the sales reps have been more enthusiastic and motivated and their relationship with customers and within the team has improved markedly.
Sales Reporting is more informative and sales figures have increased too, up by 20% on last year to date!! They also continue to pick up new customers, as well as continuing their ongoing relationships with current customers.”
Sharyn Moran, General Manager
Betta Blinds & Awnings, Sunshine Coast QLD (Manufacturer of quality Australian-made blinds)
We have seen great results from Stuart and are now converting 1 out of 5 initial contact visits
“Totally Workwear Brisbane engaged the services of Stuart Ayling to increase the knowledge of our Sales Consultants and Sales Representative in the area of direct selling and selling techniques.
Our business needed improvement and awareness of how to approach a potential customer. This is extremely important to us for the current climate and the general market moving forward. Our business always wants to be ahead of the pack and Stuart has equipped us with the necessary skills and mindset to be a business at the forefront of our market.
A number of staff members who engaged with the training walked away with a completely different perspective on how to sell and how to engage with a potential customers.
We chose Stuart due to his consultative approach to the way he directed his message and his team-focused training. We found that not only did we learn a lot from Stuart, we also found that it was a great team bonding session over the course of the training period.
We found that for our field reps making initial contact with potential clients was an area for improvement, and Stuart went out of his way to do some practical training out in the field with them. My Sales Representatives found this approach to be the most practical form of training they have experienced, and we have seen some great results come from the new techniques shown to us from Stuart. We are now converting 1 out of 5 visits from making initial contact.
We found Stuart to be extremely punctual and friendly during his time with Totally Workwear and would have NO hesitation in referring Stuart’s services to any business looking to grow their sales. His valuable lessons will last forever.”
Josh Mitchell, Sales Manager
Totally Workwear Brisbane (Industrial and corporate work wear and safety gear)
I was particularly impressed with how all content was designed to support practical scenarios and implementation by the staff.
“We wanted our managers to feel capable and confident handling different work situations, especially communication, grievance handling, self-reflection skills and goal setting. Improving on their communication skills would inevitability benefit the business when building and maintaining relationships.
Stuart was flexible in the delivery of the program and maintained communication with us as the coaching progressed. Within all programs, the content was well put together so that it was engaging and relevant to our staff. I was particularly impressed with how all content was designed to support practical scenarios and implementation by the staff.
I’m very pleased the program provided our staff with another source of feedback and learning. In a SME business environment there are often not many peers for managers and senior staff to learn from. Unless these staff engage with outside networks often they are left with only each other or the owners to bounce ideas off. Engaging Stuart gave a fresh perspective on some issues.
As a result of the work Stuart has done with the team, our managers have become more confident in their ability to handle situations without always needing support. The training also resulted in us strengthening our procedures for grievance handling which have now been integrated into our standard procedures.”
Mia Graham, Director & General Manager
M2 Electrical, Brisbane QLD (Commercial electrical contractors)