Richard Denny back to Iran event 5-12 November
B2B Tewkesbury - Free business networking event
Rare opportunity to hear Richard live for FREE
Act now to reserve your free place at the B2B Tewkesbury networking event taking place on 18th November at Hatherley Manor Hotel.
Organised by Tewkesbury Borough Council, in association with local business Smartline this event will follow the success of the first B2B event, which attracted over 130 businesses.
The event will include a range of seminars; the opportunity to network over lunch and the chance for businesses to build new contacts. There will also be a wide selection of exhibitors on hand to offer advice and services.
Speaker revealed as Richard Denny
Nigel Botterill's Entrepreneur's Circle was a great success and very inpirational.. Nigel said "This was our first Entrepreneurs Circle 100 Club exclusive event and we were all delighted with the outcome.
There's such a great buzz when you get so many forward thinking business owners in one place and we unveilled some truly brilliant content on the day to add to the occasion, including a very special guest speaker Richard Denny"
The Etesia dealer day was a great success
A Recent Etesia dealer day held at Etesia UK's new premises in Shenington, Oxfordshire brought together over 50 dealers from across the country to discuss such topics as the company move, the current economic climate, dealer development, training on the new Pellenc lithium battery powered range of products, how to increase sales and enhance communication across the group.
Richard's hugely successful presentation was followed by a hog roast lunch before the guests were split into four groups. Each group then toured the new facilities including separate training centres for Pellenc and Etesia machines. After, they were able to try the complete Pellenc range as well comparing the performance of the new MEE against the equivalent petrol, and the latest machines launched at Saltex.
Richard Denny, guru of motivation and all-round fan of farm retail confirmed one of the main speakings
Is the unique farm-retail-focused event of the year, the only one dedicated to farms and land-use, food and small scale production, farm shops, farmers' markets, PYO, box schemes and any other way of selling direct.
There are four fantastic tours - including one to the Isle of Wight - on Monday 24 January, and a superb trade show that's free to attend on Wednesday, 26 January.
The tasty, ideas-filled day between the two, Tuesday 25 January, is the conference which is shaping up brilliantly with lots of ideas for building footfall and customer spend, building profitability, and building the farm retail brand.
The conference brochure will be available soon - but please make sure you've got the dates firmly marked in your diary so that your 2011 gets off to a terrific, confidence-boosting start!
Click here for further details
Richard Denny in Iran
Richard Denny during a recent trip to Iran where he was engaged to deliver a seminar on Leadership & Management at the University of Isfahan at the end of February and also presented to various business groups in Kerman. The sessions were received with great enthusiasm and the organizers are looking to repeat the programmes in other cities in Iran.
Working Knowledge
Supermodel-turned entrepreneur Tyra Banks recently scrapped her annual holiday so that she could pay her staff Christmas bonuses. “I’ve got to take care of my people,” said the US talk-show queen, effortlessly ensuring the loyalty of her team and fomenting an altruistic public image in one easy stroke. But being a good boss means more than buttering up your employees and telling the press about what a nice guy you are. Most bosses have a handful of redeeming qualities, but hardly any come with the full package.
“A good boss is a combination of a manager and a leader, and the emphasis should be on the leadership skills, which can be learnt,” says business-training expert Richard Denny (Denny.co.uk). “But you need to know the difference between the two, because managing people and leading them is not the same. A good boss asks himself this question, regularly: ‘What sort of manager would I like to be managed by, and am I that sort of manager?’” Denny asserts that employees want more than just a nice chap who emembers their birthday and lets them take time off for kids’ pantos.
Published by: Shortlist
Build a success mindset: Richard Denny's top tips
Effective goal setters have a mindset that programmes them for success.
This week, we learn how to develop a winning mindset from Richard Denny (pictured), one of the UK’s foremost authorities on personal development and sales management training.
The author of several books including Succeed for Yourself and Communicate to Win has observed high achievers and identified a set of key characteristics that sets them apart.
He told mygoalsbuddy.com: “The one thing that all successful athletes, musicians, singers and self-made millionaires and billionaires have in common is an attitude of success. They didn’t acquire this after their achievements.”
Richard shares his Top Ten Tips for building a mindset of success with our readers as follows:
Expect the best: build your success attitude with a positive attitude. Expect each day to be wonderful. It’s amazing how the interruptions to your enjoyment become fewer and fewer.
Published by: My Goals Buddy
Ernest kept everyone safe!
Name? Richard Denny
Job Title? Company chairman, author and adviser on gurutvonline
Best thing about Birmingham/West Midlands? Obviously the people as there is a WEALTH OF TALENT and skill and these people have incredible adaptability as there is a wealth of talent and skill and these people have incredible adaptability as they have been conditioned to industries coming and going.
Worst thing about Birmingham/West Midlands? Research apparently claims that the accent least likely to be successful in the tele-marketing, reception work and communication in general is the Birmingham accent.
First thing you would do if you were Mike Whitby? I would invest in programmes that will develop the customer care and communication skills of every single council employee, and this would start at the top. These programmes can be truly successful when they are delivered with passion and enthusiasm by the leader. The council has a myriad of exceptional services but in many cases these are devalued by the lack of customer care and communication.
Published by: The Birmingham Post, Pen Portrait column
Winning Business
Richard Denny was one of the motivational guest speakers at IFCA Barcelona. As it says on Richard's website: "He is uncanny in his ability to enthrall virtually every type of audience."
His powerful and challenging presentation on ' Selling in challenging times' could be a lesson for all of us. Here is a short excerpt: "In today's challenging market place and climate, we need to be more pro-active if we are going to win more business. We have all been here before. This is life. "There are only four ways to grow a business:
- Increase customers
- Increase the average transaction value
- Increase the frequency of re-purchase (ensuring people want to buy again and again)
- Acquisition
"To win we have to have product knowledge and skills, but above all we need the right attitude. Without this we can never hope to succeed. We can achieve anything in life if we really want to. "Selling today is all about relationships; getting on with people. People buy people. Modern day selling is about asking the right questions and not talking about yourself."
Published by: OnBoard Hospitality
Winning New Business Essential sales skills for non-sales people
For any franchisor or franchisee involved in a sales business - and let's face it what business isn't a sales business? - Richard Denny's new title is recommended reading
HIGHLIGHTS: • The techniques for professionals and people in business who "don't do" selling but nevertheless have to win new clients and customers.
• It makes winning new business enjoyable and takes out the mystique of selling.
• Offers advice on how to win business from competitors without slipping into a price war.
• Demonstrates how to sell without being aggressive or pushy. Winning New Business is the book for everyone who is client or customer facing and who really should have the skills to help bring in the business and keep existing clients and customers.
Make no mistake, these days everyone in business is expected to be a sales person, whether they work in the sales team or not. With the growth in concepts like 'total marketing', 'living the brand', and 'customer relationship management', the need for everyone in business to maximise sales and profitability is paramount.
Written by Richard Denny - one of the world's most renowned sales gurus - Winning New Business takes the fear out of selling, showing you just what to do and how to do it. In true Denny style, he motivates and inspires from the first page 'til the last, giving you the ability and the confidence to succeed. Bursting with industry insight and drawing on examples from TV's Top Gear to Muhammad Ali, Denny gives you the techniques and tactics you need to help you maximise your sales performance, whatever your role in the company.
Published by: Franchise Development Services
Your job - secure or insecure?
There is a huge section of the UK workforce that, at present, is immune from the fear of redundancy and job security – those people employed in the public sector. That is not to say that those people are not afraid of falling house prices or increased mortgage rates. But, that they are incomparable with the fear of losing your job.
Practical actions
Having lived and worked through three major recessions and seen four million unemployed in the UK, I have learned that every recession is different. There are positive practical actions that can be taken to reduce the risk of redundancy or if made redundant can help them back into employment more quickly. There are also actions that will help the individual to gain that all-important fulfilment of job satisfaction.
When facing redundancy - excel in your job
Where redundancy is on the horizon don’t just sit back and wallow in self-pity. Be careful not to do what most employees facing redundancy do: apply less effort, take more time off, care a little bit less and generally be a misery at work….
Instead, make it really difficult for management to make YOU redundant. Work a little bit harder. Be positive and supportive. Empathise with management as they too are going through a stressful time. Do more than your job asks of you. If you are customer-facing, do everything that you can to make sure that the customers like you and they need or depend on you. In other words, excel at your job.
Published by: Changeboard, December 1 2008
Succeeding in a Challenging Market Place
I have lived and worked through three recessions in my life time and each has rewarded me with experience, both good and bad. We all know the finest teacher is experience - or mistakes!
So let me share with you firstly some generalities of succeeding and then two key factors that will see any business though a tough economic period. One certainty is that a business which succeeds and survives a recession does incredibly well on the upturn; and be sure any recession does incredible well on the upturn; and be sure any recession doesn't hang around for long in the West, one to two years maximum.
Invest in Your People
Now is the time to invest in your people. Train them, up-skill them, motivate them and demonstrate some inspired leadership. It will be you and your people that take your company into success not the market place or government policy. The companies getting into difficulty normally take two fundamentally stupid actions.
Published by: Resource Magazine, September 2008
The Trick is Treats
Starting a business during a recession may seem rash, but Rachel Bridge believes there are opportunities out there, in the form of affordable treats
Lipstick cheers women up in tough timesDON’T THROW AWAY those business plans just yet. On the face of it, starting a business when a recession might be looming sounds crazy. Yet, provided you choose the right type of business and go about it in the right way, you can still succeed.
One business model worth investigating is modestly priced luxuries. “When times are hard you have to satisfy people’s emotional needs beyond just value,” says Jim Surguy, senior partner of Harvest Consulting.
“In the last recession in the early 1990s, one of the things that was successful was Häagen-Dazs ice cream. It was luxurious in its sector, but it wasn’t hugely expensive and so was an affordable treat.”
Published by: Voyager Inflight Magazine, November 2008
My Way: 'At interviews, I always watch how someone walks in'
Richard Denny is a motivational speaker and business guru who has written six books on selling. He is chair of the Richard Denny Group, a business consultancy
What did you want to be, as a child? A farmer. My father was a parish priest and had friends with a farm; I loved to help with the haymaking.
What did you realistically think you'd end up doing? I totally believed I would be a farmer. I left school with one O-level and went to work on a farm. Then I went to agricultural college to do a National Certificate.
Was it worth it? Absolutely. At 21, I was managing a farm. But five years later, I was struggling and looking around for some extra money. I was married with three children and the farming life was difficult. I discovered that other farmers had problems selling very large eggs, which often had double-yolks, so I took some to Harrods and got a huge order, which was funny, as I didn't actually have any chickens myself. I was running a dairy farm!
What happened next? I branched out, opened a shop in Tunbridge Wells, got stuck into selling detergents and made my first million. I moved to the Middle East where I built up a business selling steel, cement and lamb. The Middle East was just taking off and I had a partner, a member of the wonderful Bin Laden family. I returned to Britain and began to import watches.
I also went to America and discovered the positive approach to life. There is something about the American brain that says, "it can be done". In the UK, we have a fear of failure.
Published by: The Independent, October 23 2008
Money comes to those with goals, says leading recruitment chief
Richard Denny is chairman of the Richard Denny Group. He runs an executive search business, a training firm and he's a motivational speaker. He is the author of six best-selling books on selling, is a direct descendant of Sir Walter Raleigh and is the son of a Baronet.
"I used to be terrified about speaking in public until I went on a course about how to do it," he says. "And although I didn't realise it at the time, it has turned out to be a fantastic way of advancing my career. "Not only by speaking at events, but in being able to stand up and persuade the people you work with that something needs to be done or changed." Denny spends a lot of time doing motivational talks about sales. "How do you become a success at sales? I tell people not to be pushy. Be pully instead. I wanted to buy a laptop computer and saw three sales guys. "The first one told me all about the latest laptop he had, about gigabytes, megabytes, the lot. The second one did the same. The third one came to my house and asked my why I wanted a laptop. What did I use it for and how often? "After half an hour of talking about me and what I wanted he said I might have just the thing. He probably had one laptop in his car all along, but the point was he showed interest in me and had the courtesy to ask me what I wanted. And he got the sale."
Published by: Telegraph, October 7 2008
What I Wish I'd Known When I Started
Gentleman wheeler-dealer Richard Denny is a direct descendant of Sir Walter Raleigh and former partner of Tariq Bin Laden. 
He has written five business books, runs his eponymous training company and tours the world giving motivation speeches.
When people ask me whether entrepreneurs are born or made, I believe most of us learn on the way because we want to succeed. Everything I learnt about how to be successful in business was through my own mistakes, and by asking people cleverer and wiser than myself.
Self-Reliance
That said, one of the most important lessons I learnt was never be too dependent on other people when it comes to your business ventures. I realised this after being let down very badly in the mid-70s by my business partners. My company expanded to the Middle East where we were selling Yugoslavian lamb, Greek cement and British steel. One of my partners was Tariq Bin Laden, of the Bin Laden family. However, it was the other two, based in London, who let me down when they failed to cash in the credit letters from our customers. Consequently, we lost everything.
Published by: Business XL magazine
How To Set Up A Successful Sale
There are no short cuts when it comes to sales and selling but here are a few sales and selling techniques which you should find helpful, especially if you’re new to the industry or even if you’re just looking for a bit of business advice.
The role of a sales person has traditionally had negative connotations attached to it. People don’t see it as a desirable job, those that do consider it as a career option often find themselves constantly fearing the word ‘no’. One these obstacles have been overcome, sale can be a very rewarding profession. Remember, no business would exist without sales, it is a very important job which requires skill and talent (both of which can be learnt). So how do you get your sale set up? There are several ways to draw up a list of potential customers, by buying in a list or by driving around, by reading magazines or newspapers or by looking through yellow pages. You must bear in mind that you cannot sell to a company; you can only sell to a person. After you’ve got the company name you need to find the name of the right person. There is no point doing a sales pitch to someone who doesn’t have the power to affect change. If, after phoning the company, you always ask ‘can you help me please’ to whoever answers the phone, you are more likely to get the name you need. It will be more effective than reeling off an introduction of whom you are and where you’re phoning from, you then ask for the name of the person responsible for which ever department it is you need. It is also important that you just get the name and not get put through, you are just phoning to get the name, and you are doing research and therefore won’t be in the right frame of mind for selling.
Published by: Affiliate Press, Sep 23 2008
Mr Motivator’s advice on honing sales technique
Top UK sales guru Richard Denny, who is making a rare North East appearance. Denny is an entrepreneur, broadcaster and author of books including international best seller Selling to Win.
Hudson said Denny is one of his business heroes and he recalls how shortly after buying Denny’s book, he went out and made a £1,200 sale. Tony Weightman, founder of co-sponsor Weightman Associates, said: “Every company is looking to improve its sales in this economic environment and this is a fantastic opportunity to learn how to do that. We have got some of the best sales speakers in the business.” John Grant, training and development manager of Newcastle Building Society, will give advice on developing a company’s sales training programme and rolling out management development programmes.
Read: Complete article..
Published by: The Journal, Sep 23 2008
Advice For Starting In Sales
Sales is not just someone knocking on your front door and trying to sell you double glazing or someone phoning you in the evening trying to convince you you need their electric. As a profession, sales can be very complex and requires both intelligence and personality. This article looks at why people shouldn’t be so put off by a career in sales as well as providing a few simple but effective tips to succeed in this very competitive industry.
The definition of selling is hard to explain as we are all involved in selling in some way or other. A sales person is a mind maker upper. Their job is help people make up their mind to buy the service or product that’s right for them. The job of the sales person is to guide that process through. We all buy things all the time, without the sales person, how would we know we’re buying the right product? You can spend hours or days researching, but the whole point of the sales person is that they know their product better than anybody.
Published by: Affiliate Press, Sep 22 2008
My advice is guaranteed to work, says Denny
SALES guru Richard Denny is making a rare North East appearance at a conference. The internationally renowned motivational speaker, who has headlined some of the industry’s biggest events, is special guest speaker at the North East Sales Conference.
The entrepreneur – who built up a food business, ran a detergent company with 2,000 staff and led sales of products ranging from electronics to meat in the UK and Middle East – has in the past 20 years become a legend on the public speaking network.
He said: “I’m a practitioner, not a theoretician. My advice is guaranteed to work. I am going to take the conference through professional sales techniques and teach people how to win business in a challenging and competitive market. I will give them the advice they need to sell.”
Denny has made more than 30 training videos and CDs and his books, which include the world’s bestselling sales technique guide Selling to Win, are bestsellers, translated into 28 languages and sold in 46 countries.
He has held corporate directorships and created the British Professional Sales Diploma and the British Leadership & Management Diploma.
Published by: The Journal, Sep 19 2008 by Iain Laing
CV deceivers – how can you spot them?
A proper recruitment process
In the latest series of The Apprentice, Sir Alan Sugar hired Lee McQueen, a man who had blatantly lied on his CV. McQueen had claimed to have attended a course for two years, when he had in fact dropped out after a few weeks. 
The lie was discovered by one of Sir Alan’s interviewers, but still McQueen was hired, and rewarded with a six-figure salary.
However, for most small businesses, the best solution is to construct a rigorous selection process that looks beyond qualifications and CVs. Richard Denny, of Denny Executive Recruitment, said: ‘Nobody should ever be hired solely on the basis of what they’ve said on their CV, but rather on whether they can perform or deliver. CVs should never be the basis for hiring. If anyone hires on a CV, more fool them – they deserve what they get.’
He adds: ‘The most important requirement employers should look for is the right attitude. If a candidate doesn’t possess the right skills, but has the right attitude, you can train them. This means hiring people with ambition and drive. The interview process is where employers can determine this. There is no substitute for face-to-face evaluations. The right attitude is demonstrated by facial expressions, body language and movements, positivity, joy for life and general enthusiasm.’
Published by: First Voice
Sales training: It ain't what you sell, it's the way that you sell it
Do tried-and-tested methods of sales training still work? Or is a completely new approach needed for the 21st century?
Sales people are having to adjust to a fast-changing marketplace. The internet is making customers more knowledgeable about what they are buying and globalisation, mergers and acquisitions are reducing the number of buyers to strike deals with.
Richard Denny, chairman of training and recruitment agency Richard Denny Group, agrees that salespeople want their performance reflected on their CV. But he questions the value of qualifications based on exams: "You can get people to pass exams but it does not mean that you can sell."
To qualify for Denny's sales diploma, candidates need to demonstrate they have clinched at least three sales and show recommendations from their manager and a buyer.
Published by: Training and Coaching Today. Subscribe online and save 20%.
Ed & Keith Reach for the skies to help fund Motor Neurone Research..and boost the Henry Scot-Simmonds fund
Two young men are to make a skydive over Gloucestershire on 18 October - one to raise money principally for Motor Neurone Disease which has affected two members of his family, the other to raise money for their friend Henry Scot-Simmonds, who desperately needs a bone marrow transplant.
Edward Aldridge, aged 25, web manager with the Richard Denny Group at Moreton in Marsh, decided to attempt to raise £800 by a skydive from South Cerney, Cirencester, home of the Royal Logistics Corps Parachute Display Team.
And, he set a target of £800...and in two days raised it from friends and family. So Edward then also decided to help boost the money raising efforts of his friend, Keith Baker, for the Anthony Nolan Trust, which is seeking matching bone marrow for Henry Scot-Simmonds.
All three are close friends.
Edward, who lives at New House Farm, Stanton,near Broadway initially worked for solicitors and the NHS in Cheltenham, before securing his web manager post with The Richard Denny Group. He said:" One member of my family has died from Motor Neurone Disease and now my grandmother also has it. It is a terrible illness and there is always a huge need for money to fund research into finding a cure.
"I was thrilled to raise my target in just two days, and so it seemed obvious to also help my co-skydiver Keith, who plans to video the whole thing. We hope it will inspire others in the future. I am of course continuing with fund raising for MND".
Judith Harker, CEO of the Richard Denny Group said:" We are all very proud of Edward and Keith. Edward is a dedicated member of our team; an extremely nice person who always tries to help others".
Ends
Release from Robin Thompson CMIPR - regional PR consultant to the Richard Denny Group - mobile number 07966 495908; email robin@pollybox.co.uk
I also hold a photograph taken of Edward at work .
Your CV is the key to selling yourself
Your CV is the key to a great career, so make sure you get it right. The aim of a CV is to get yourself an interview, so it should be an advert for yourself. Karl Gregory, CV specialist from online profile provider iProfile.org. says: 'Some of the biggest recruiters in the UK tell us that candidates regularly undersell their achievements.' Over half of employers surveyed by iProfile, which gives CV tips, said applicants could potentially boost their starting salaries by up to 15per cent - the equivalent of more than £3,300 on the average British salary of £22,000.
Laura Clements, former HR manager at electrical retailer Smithson Electronic, says: 'In HR we commonly see CVs that are just a diarised list of educational courses, exam results and jobs. If you don't shout about your skills and achievements, how will employers know about them?' So first make a rough list of courses and jobs, including vacation and volunteer work, then list the skills each gave you, and your achievements in each field. Use this to write your CV. If you had a vacation job in a bar, instead of writing, 'The Queen's Arms, barmaid, June to October 2007', add acievements such as 'gained teamwork skills as part of a team of five, led the team as stand-in for head barmaid every Thursday.' Include specific facts and figures that prove you were successful. Rob Hollands, from digital creative agency Untitles, only works if you detail the results.' Use hobbies to sell yourself. Jeff Wellstead of SpinVox, a company providing global voicemail to text services, says: 'I look for hobbies such as blogging and computer games among people who apply for our technical jobs, becuase they show creative and technical ability Extreme sports show a competitive instinct, valuable in marketing or sales.' 
Keep your CV simple and legible - use 12 point type and a clear font such as Arial. Make it short and to the point, and include a personal statement highlighting your skills and ambitions.
Published by: Daily Mail, 10th July
Industry leaders support move to raise sales skills
SOME of the UK’s top sales executives will share their experiences at the North East’s first major sales skills conference. The event, launched by The Journal in association with Newcastle consultancy Weightman Associates, was organised amid growing concern at the lack of sales expertise in the region. Founder of the Gosforth consultancy Tony Weightman said: “There is a dearth of sales people in the region and there is a real need for good sales training. “When companies need sales training in this region they are going to Leeds and London. We have to try and improve the skills of our sales force. If we can do that, then we shall create jobs, improve the economy and attract more people and more business to this region.” As well as training professionals Richard Denny, billed as the UK’s leading sales guru, and master practitioner Matt Hudson, the North East Sales Conference will bring together a host of other speakers from internationally and regionally successful sales-focused companies such as the region’s biggest law firm Dickinson Dees and fast-growing Newcastle Building Society.
Published by: The Journal, 4th July
Rebranding Libraries - Richard Denny
I've enjoyed reading 'Winning New Business, by Richard Denny. I asked if he would write a short piece for Managing Information magazine, and below is what he has written... Graham Coult, editor.
As an author and enthusiastic recipient of library royalties, I must declare a vested interest - there is nothing like a monetary reward to focus the mind! I confess to having a passion for not only keeping libraries alive, but for increasing football. Let's raise their profile and get more people visiting and using the excellent facilities available in most British Libraries, helping them to complete with the internet.
There has been much talk lately about replacing the word 'Library' - apparently it sounds stuffy, out of fashion and part of a bygone era. I completely disagree. It is much easier to update and revitalise a well-known brand than to market an unknown name and turn it into a brand. Many positive associations also exist with the word 'library' including heritage, education, knowledge and experience to name a few. With this in mind, it would be sacrilege to abandon the term 'library'. Love it or hate it, with the changing of a name or brand can have disastrous consequences - such as that of the 'Royal Mail' to 'Consignia' (and back again) - it is far better to try to change people's perceptions of an existing brand than to create a new one.
Here are some ideas:-
- Invest in training library staff. We must accept that good products do not sell themselves; chief librarians and library managers must be trained and up-skilled on business development and marketing. This can be extremely inexpensive and the Government has earmarked substantial funds for up-skilling. Again, I must declare a vested interest, as this is a speciality of one of my companies; however, I haven seen the results and outstanding benefits that can be reaped from investment in people.
Published by: Managing Information magazine, June
The perfect ... package
Been offered a job? Don't get so excited you forget about the really difficult bit - negotiating the salary and benefits to go with it.
Being offered a new job is guaranteed to put a spring in your step — you’re in demand from a wonderful new company. It’s a special time — a bit like Christmas. But unfortunately, however much you might like your new boss, they’re unlikely to be quite as benevolent as Santa Claus. So how do you make sure you get the package of salary and benefits you deserve? The answer is to get on the phone and negotiate. There’ll never be a better time than now, with you and your employer at the start of a beautiful new friendship. Just bear in mind a few basic rules...
Be clear and confident, Work out exactly what it is you’re aiming for, whether that’s a certain salary figure or a pattern of flexible working hours. Then psyche yourself up to ask for it. “The first thing you must have is an objective of what it is that you really want, or you’re not in a good position to negotiate,” says Richard Denny, Chairman of the Richard Denny Group consultancy. “You must be sure in your mind that you’re worth it, that you can provide value for money for that package. Belief in yourself is very, very important.”
Ask questions, To negotiate effectively, you need as much information as possible about what they’re after, and what they’re willing to give. “Rather than stating what it is you want, you should ask them what their expectations are,” says Denny. Discuss what you can do for them, and what value you can bring to the company, he suggests. “Then say, fine, if I’m able to achieve that, there must be monetary implications.” But what if they say no to your salary request? “You ask: ‘Do you mind my asking why?’” says Denny. “Whatever they come back with, ask for more clarification as to why. They might say ‘That’s our current policy’. Ask if the policy can be changed.”
Published by: Guardian Jobs Online
Respectful and Effective Recruitment, choose Denny Executive Recruitment
Respect and Recruitment – At last, two words that go together!
To most people, the thought of finding a new job, whilst exciting, can make them feel a little anxious, whilst the idea of using a high street recruitment agency can fill them with dread! We’re all familiar with the calamity of cocky recruitment consultants, who try to butcher your CV and push you for jobs you don’t want, but are the gatekeepers of your dream job.
With a career that spans more than 40 years across areas such as retail, business services, broadcasting & writing, Richard Denny, a well-known and highly successful businessman, has had more than his fair share of bad recruitment agency experiences. Fed up with their lack of attention to detail and impersonal service, he created a different kind of recruitment consultancy – one that respects, takes responsibility for and mentors those looking for a new job. Welcome to Denny Executive Recruitment!
The ethos of Denny Executive Recruitment (DER), now in its third year, is to focus on the customer care side of recruitment, ensuring a smooth and, importantly, enjoyable process for both candidates and those companies wanting to recruit. DER is different in that it always gains a full understanding of the vacant position – not just about the job itself but also an understanding of the office environment and the personality best suited to that environment, so to ensure the best candidate is selected and, crucially, that they will be happy and will stay in their new role.
Published by: Velvet Integrated PR (FormerlyJo Sensini PR), Wednesday, 28 May 2008
What can businesses do to make sure they maintain growth and stay in the black?
The Entrepreneurial Mind
The UK is apparently poised on the brink of a recession with all indicators pointing to a slowdown of economic activity over the next twelve months
Best Practice,
Businesses mainly fail because of a decline in their activity of winning new customers and selling, and failing to get paid on time. To sustain momentum achieved in good times, in recessionary times it is essential that businesses become more proactive with the selling process. This means being in contact with every current customer, every past customer and every past inquiry, and giving them compelling reasons to trade with you.
This might seem easy enough, but the biggest mistake people make when they set up or start a new business is failing to understand their customers. There is only one culture that works for successful businesses and that is to be customer-led and sales driven. One must think from the customer’s perspective what can I do for my customer, as opposed to, what can my customer do for me? The modern entrepreneur has to help their customers make the right decisions, rather than trying to persuade them to buy something they may not need or necessarily want.
Selling has changed dramatically and customers and clients today are extremely savvy. Watching BBC’s Dragon’s Den, I find the mistake so many of these young budding entrepreneurs make is trying to get the dragons enthusiastic about their product or service.
Published by: IT Week, Thursday, 22 May 2008
Why to start a business during a recession
Some may think starting a business during a recession is a mistake, but there are opportunities to be exploited
Richard Denny, a business-development adviser, is also enthusiastic about the idea of starting a business in a recession. “If you can start in a tough market, your chances of success and real growth when things ease off are phenomenal,” he said.
“Most people start businesses in an easy trading climate, then they get up against a tough market and haven’t a clue how to cope. They then go seriously wrong and get into difficulties.” He thinks one fertile area for would-be entrepreneurs to target is the over-fifties market — consumers who are relatively recession-resistant. “In an uncertain economic climate, the one section of the community that is still growing is the over-fifty marketplace. They have equity in their property, they have savings and they earn a bit more as interest rates rise.
“They are continuing to spend on holidays, on hobbies, on sports and keeping fit, on interests, on lifestyle, on health and diet. So anything in those directions is a very big market.” He advises would-be entrepreneurs to make the customer absolutely central to their business idea — something that sounds obvious but which people rarely do. “Most people who start businesses do so because they fall in love with a new product or invention. They don’t reverse that to thinking whether a customer would really like it. Would they buy it, what is their interest, how are they going to benefit from it?
“In every business you must start with the philosophy of being customer-led but sales-driven. People have this belief that good products sell themselves. They don’t. I have never once seen a good product sell itself.” However, the most important ingredient for succeeding in a difficult market, said Denny, is attitude. “Success is created in business not just by the product, but more by the individual’s enthusiasm. You could put sweet shops alongside each other and the one that will succeed will not be because it has better sweets, it will be because of the attitude of the person running that business.
“If you make the customer feel you care and give them a good experience in a recession, you will be surprised by what can be achieved when times are good.”
Article published by: The Sunday Times, Business section. April 27, 2008
The Seven Habits of Customer Champions
Competition’s fierce and purse strings are pulling ever tighter as the credit crunch bites. So save yourself some marketing spend and keep your customers happy.
Business guru Tom Peters said: “It is the greatest kept secret in the global economy today. If you can provide awesome care you will need new suitcases to carry all the money home.”
CRM has been in fashion for a number of years, and all sorts of quality-control services come and go. But keeping customers is incredibly easy. Even better, happy customers do the selling for you.
Very few businesses have really even started to understand customer care and the millions it can make them. Here are just a few very simple tips:
- Develop a positive customer obsession from the top.
- Make every person that touches your brand an ambassador.
- Operate risk reversal — in other words you carry the risk, not the customer — and give a 100 per cent money back guarantee.
- Put people back onto switchboards.
- Do the thing you didn’t have to do: the kindness, the follow-up phone call, a small thank you gift.
- Give absolute priority to a customer complaint — it is a massive opportunity to develop a customer for life.
- Invest in your people, train them, inspire them and motivate them. Good training works immediately.
What are your best tips for customer retention? Let us know by adding a comment below.
Article published by: BNET.com
Richard's new book is just the business.
Ross Reyburn meets author Richard Denny and finds the descendent Sir Walter Raleigh has some forthright views on politicians, business and the art of motivation
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"Politicians are incompetent. Parliament is stacked with people doing jobs they are incompetent to do. They would never get through my recruitment agency. "None of the present Cabinet would have got into Clement At Iee's post-war Labour cabinet." This isn't the kind of outburst you'd expect to hear during a weekday interview over morning coffee in a quiet corner of the Edwardian Tea Room in the Birmingham Museum & Art Gallery but Richard Denny, the man christened "Britain's Mr Motivator", has some strong views. After a career preaching good practice in the world of selling, he finds the monolithic government machine'5 mistakes - such as the billions spent on a so far unworkable National Health Service national computer data base exasperating. "Very sadly Parliament is populated with too many people completely out of touch with reality with no genuine business experience.
Your medical records are in Birmingham and you are, say, in Scotland. All you have to do is make a phone call or send an email to access the records. You don't have to go into a national data base - it is mind-blowingly stupid." Neither has he that high an opinion of the twin pillars of. New Labour, Tony Blair and Gordon Brown. "We won't see the full devastation of what Mr Brown has done for 10 to fifteen years. Pensions are just one example. Prior to when he came in as Chancellor of the Exchequer, we had the best pensions industry in Europe. He utterly and completely decimated it by taxing pension funds.
Article published by: The Birmingham Post
Winning New Business - Essential sales skills for non-sales people.
For any franchisor or franchisee involved in a sales business - and let’s face it what business isn’t a sales business? - Richard Denny’s new title is recommended reading
HIGHLIGHTS:
The techniques for professionals and people in business who "don't do" selling but nevertheless have to win new clients and customers.
It makes winning new business enjoyable and takes out the mystique of selling.
Offers advice on how to win business from competitors without slipping into a price war.
Demonstrates how to sell without being aggressive or pushy.
Winning New Business is the book for everyone who is client or customer facing and who really should have the skills to help bring in the business and keep existing clients and customers.
Read: Complete article
Article published by: The Franchise Magazine
Innovate and Prosper
Someone who most definitely does meet the prospective candidates is Richard Denny. He is chairman of the Richard Denny Group who specialise in finding candidates for senior appointments. “We are gamekeepers turned poachers because, for years, I had been using recruitment agencies and wasn't terribly satisfied with some of the results,” says Denny. Such dissatisfaction provided the impetus to find a better way of recruiting. “The candidates are normally very vulnerable at this stage and I felt they weren't being looked after,” explains Denny. “Many of the candidates were treated a little bit like flotsam - they put up their CVs then weren’t being told what was going on; they weren't getting feedback. “We treat every single candidate as if they could be an ambassador. They are given continual feedback and if they are rejected we then make sure they are treated kindly and given very good reasons as to why they weren't going forward in the process or the job wasn’t given to them. “It is absolutely paramount, we feel, for the long-term, that people should be looked after at this stage in their careers when they go to an agency; that is something we do that is very different to any other agency.”
Once the candidate has received and accepted an offer they are placed on the Group’s half-day business lifestyle programme. This, says Denny, is to make sure that: “... they are going in with our ‘brand stamp’ on them because, as a brand, the Richard Denny Group is known for being very positive and successful. We want to make sure they are really up to speed in modern leadership skills and techniques.” “completely impartial advice” Once they start, they are mentored for one year as they face the challenges of their new role. “When people get into a new job, often they find it is not what they expected,” says Denny. “A mentor provides the candidate with somebody to talk to in the event they are presented with a job issue they are uncertain about. Very few people have anyone to talk to in business who doesn’t have an axe to grind. We can give them completely impartial advice.”
Article published by: the HRDIRECTOR, Issue 43, January 08. Reproduced with permission.
Inspirational new book - Winning and keeping your piece of the pie - by renowned business guru
Winning New Business – world-renowned sales expert reveals the secret for confident selling
Winning new business is essential to business growth and responsibility for bringing in new customers or clients no longer falls within the remit of just the sales team. Whether you’re a bank manager, a lawyer or an accountant, you too have a duty to promote your company’s growth and that means winning new business. Now, world-renowned sales guru, Richard Denny, author of global bestseller Selling to Win, reveals how to take the fear out of selling, showing just what to do and how to do it in his new book Winning New Business.
This practical book provides inspirational guidance for anyone who needs to bring in business but lacks the right experience, training and confidence. In just ten chapters, Richard Denny shows you how to make a sale without being aggressive or pushy and looks at every vital aspect of winning – and keeping – customers and clients. In true Denny style he motivates and inspires from the first page to the last, giving you the ability and confidence to succeed.
Read: Complete article
Article published by: Velvet Integrated PR
We are delighted to announce the long awaited arrival of Richard’s latest book:- Winning New Business
This book takes the fear out of selling, showing you just what to do and how to do it. In true Denny style, he motivates and inspires from the first page till the last, giving you the ability and the confidence to succeed.
Place your order now and receive a first edition hardback copy (published price £12.99) signed by the author at the special price of £12.00 inclusive of postage (normally £1.50). Click here giving address, phone number and quantity required, and we will call for credit card detail prior to despatch.
Read: Just the business
Article published by: The Journal
The Manager is Dead Long Live the Leader
In a survey carried out by The Grass Routes plc. Which included 500 of the top 1,000 businesses in the UK, it was found that 95% of those companies that responded felt their staff could be more motivated.
Read: The Manager is Dead Long Live the Leader
Article published by: Axis Magazine
Sell to Win
We all know the hard sell is out of date and relegated to history, the tell and sell no longer works and wins new customers. Closing techniques are part of a previous century. Do you remember ‘the 100 ways of closing a sale’ (‘the full nelson’ or the ‘half nelson’ the ‘puppy dog close’ the ‘choice close’ and so on).
Read: Sell to win
Article published by: O Venedor Profissional (Brazil)
Handling Pressure
Apparently, November the first was stress awareness day, well, well, well. I don’t know if this was meant to make us all aware that we should be experiencing stress, or if not perhaps we should go out and get some. Seriously though, stress does have its foundation in and a direct correlation to pressure, whether this is financial, in relationships or at work.
Read: Handling Pressure
Article published by: CBN
