You are a gentleman amongst gentlemen!
What a treat to have had you here.
You brought amazing value.
Enjoy your night and safe travels home my friend.
Johannes, the value you have created across our business over many years is exceptional.
Everyone is saying how awesome the workshop is!
Can’t thank you enough for coming to the US. We are getting so much out of it.
You are great at what you do!
You are a wonderful human being!
You are an artist with data and building a story from insights….
Great stuff, seriously.
Dear Global Team, Dear Johannes,
Hope you had a safe trip back to Austria!
To provide context to this email, we had the pleasure of hosting Johannes in New Zealand for the ‘WHITEBOOK OF RETAILING’ training course which in itself was an amazing experience.
Johannes being a humble individual may not mention to the broader organization that after fighting jet lag and delivering an inspirational 3 day training course went truly beyond to help myself personally with the Australian business.
We have a meeting with [RETAILER NAME] Australia next Tuesday and I asked Johannes if he wouldn’t mind going through the conceptual sell and provide some feedback (30 mins of his time).
In true “Johannes style” he provided me very direct feedback and we started from SCRATCH! 😉 his feedback of course was absolutely valid.
Johannes and myself spent the next +5 HOURS after the course until late that night locked in a meeting room and created a customised sell for [RETAILER NAME] (attached for reference).
Johannes I THANK YOU for all your help it was an amazing experience and I look forward to sharing the outcome of the meeting with you.
Thanks for the feedback! There are a few reasons why we as a company do better than others and one of them is definitely Johannes… Imagine the guy without a Jet lag… Now the downside for you: no more excuse not to NAIL IT!
First you think, he’s an asshole… He’s harsh, loud, direct and brutally honest. He always says: “If you don’t want that – no problem, do some gardening, but don’t say, you wanna become a great seller, then!” After day 1 you realize that he is no asshole. He is just passionate about people and developing their skills.
During the training, Johannes is like a thunderstorm. I mean – sometimes you even forget to breathe… He doesn’t take a rest. He’s like a permanent mega-wave… always challenging, if you stop swimming, you drown immediately. What a ride!
This was the toughest training session, I’ve ever been on. Johannes plays the buyer in a frightening realistic way. And he reacts so fast to new situations – just amazing. This training shifted the whole group’s mind.Senior KAM, France
My KAMs have arrived back home. They are all very energized with their new found knowledge, with many of them sharing their thoughts and ideas on how they will apply this knowledge immediately in their customers.
I look forward to catching up with you in Vienna next week, and thanks again.
I loved the KAM-Training!
It was highly professional and exactly what our KAMs should know.
The data is powerful filled with truly good examples
The tools you presented were outstanding and super convenient.
How long will it take you to roll-out this training globally??
We really need this.
All the hard work paid off this week. Johannes, excellent coaching! Also, thanks for your input in driving a great shell of a presentation which we populated with the above data. The MOST important part was that we had already anticipated and addressed all of the Retailer objections. Wonderful!!!
Anyhow, this is why we do this. This is why we travel and work so hard, and spend 20 hour days. It all pays off with the Retailer saying YES.
Yesterday I was so happy I could have flown home without an airplane!
Thank you, my friend!
S.Sales Manager, USA
Just used the process with [RETAILER NAME] on a phone call….
Identified his 3 objections, took him through the full “LOOP” and then put the trial balloon in front of him.
Now we are scheduling a meeting with the VP of Marketing (the true objection) to secure [OUR BRAND] in all 430 locations.
Thanks again for a very informative and fun week of intensive training. Have a great weekend and looking forward to conceptual selling.
During this week the whole LATAM Team were present at the training “Conceptual Sell Next Level” with Johannes.
The result was an excellent presentation to [RETAILER NAME] made in 20hs working and that will be an International benchmark for Conceptual Sells.
The Commercial Director and the buyers of [RETAILER NAME] said: „It was the best presentation we’ve seen in life, congratulations. We are sure you will be our partners for the development of the business.“
It’s the future.
Attached presentation for all to see, adapt & use.
Johannes, you provided me with more insights about our Romanian business in 2 weeks than my whole country team in the last 2 years. You’re a master. A real expert. Now, let’s fix Romania together.
As talked, we used your “Price Increase”-tool last week at [RETAILER] and it really worked! The buyer reacted exactly as you anticipated. He was calm, he played around with the “volume change” and was not upset by the price increase at all. We will now use the tool with all other retailers. Great stuff!
It was a beautiful “symphony”. The Retailer said it was the BEST presentation they have seen in 30 years. Quite the compliment.
I bow to your presentation brilliance my friend.
We worked until 11PM and then all morning, but it went very well. You would be proud!
Will send more details in a more formal note.
Sleep well tonight. You earned every penny of your high-priced salary this week (ha ha).
Talk to you soon,
We really do have breakthrough – US KAMs giving instant and actual positive feedback on your business workshop. Great stuff… Real impact in the organisation.
I thought you may like some feedback from the [BRAND]-Listing Conceptual Sell.
Firstly we enjoyed the ConcSell-case study and implemented it with South African numbers when listing [BRAND]. We have successfully listed [BRAND] in 20 accounts without a listing fee and only paid for listing in 2 accounts. We did not have to pay for listing in any of our 6 Gas Station Key Accounts!
A BIG thanks to you for the powerful concept!
These things do assist us in stepping up a level in the buying office.
Have a great weekend,
Just want to drop a note on how much I enjoyed the last 4 days with you and your team. The workshop was extremely useful. You succeeded in boiling down the whole process to its essence. This approach will definitely facilitate our work. You are a real CatMan expert.
I’ve already forwarded your tools to my team. We will start using them as of our next project with [RETAILER NAME].
As mentioned, I plan to send [NAME] to your workshop in September. Please let me know whether there are still slots available.
anbei ein paar Infos von [RETAILER NAME] aus Deutschland.
Dein Conceptual Sell funktioniert also.
See below an extract from a mail sent by [BUYER NAME] who is and has been a ballbreaker in the South African trade for nearly 30 years.
Our relationship with this customer has been explosive to say the least. When [KAM NAME] started calling on him 5 months ago he wanted to throw her out.
For me below email is a proof that the “High Pressure Nego” Training really works in reality. Professionally handling objections as well as listening with empathy delivers returns.
Thought you would like to know.
From: General Manager
Below is what I think will be the closest we will ever get to a compliment from [RETAILER NAME]. I have replied to him already to thank him for his feedback – I honestly do think that it is really good of him to have taken the time to give positive feedback as well.
Thanks, and well done again!
Travel safely back,
General Manager, South Africa
National Sales Manager, South Africa
From: [RETAILER NAME]
To: General Manager Supplier
This morning we had a….constructive meeting (don’t tell your ladies, they may just get too big a head)
They are using B to B reports.
They are using Service Level Reports and certainly [NAME] is being challenged to understand the differences between what TFD tell him, and the facts that appear on our reports.
I have given a few tips, as how to use the service report in conjunction, with the actual store webi’s against what TFD say.
So…..early days yet, and a long slog uphill to hopefully get things right, if they are going to go right?
Thought I would let you know.
Johannes offered us – instead of a consultant fee for developing the launch of our new brand in Czech Rep. – to take 25% of the “not-needed”, still available (not spent) listing money after the launch. He was so convinced that we don’t need the listing money, if we just executed the plan and the sell the way he described. No listing fees in Czech Republic! Surprisingly, Johannes was (almost) right, which made him earn a lot of money… But we also saved a lot of money and – even more important – got the listing at all retailers including [RETAILER NAME].
Ein ganz herzliches Dankeschön nochmal für deine Zeit und deine Unterstützung. Es hat mir wahnsinnig gut getan und ich habe extrem viel für mich aus dem gemeinsamen Tag mitgenommen.
Dank dir habe ich auch schon die ersten Schritte unternommen, um die Dinge in meinem Leben neu zu ordnen. […]
Herzlichen Dank nochmal und lieben Gruß,
Thanks for the great opportunity to spend a full day with you. Your honest feedback made me sad in the first place, but then opened my eyes. I will promise to do my best to adapt my attitude and style according to your “key elements of competence” to become a better manager / person.
It was simply scintillating to have you here in Dubai.
Do let me know if there is anything that I could assist you with.
Just had my workout……with Linsbichler!!
I LOVED it…….a really constructive use of the day. He pressure tested and has given great feedback on delivery and content.
Thanks for arranging, it was REALLY helpful.
The workshop was really insightful and beneficial on all levels. What a wonderful time and energizing workshop!
You really woke me up. I thought I was an “excellent” leader before your coaching. Now I know what it really means. The “5 E’s” – how to really live them… As said, I wished, I had known this years ago… It was really eye opening for me. Thank you.
ich hatte heute die Präsentation vorm gesamten Board, die wir letzten Donnerstag in unserer Session gemeinsam besprochen haben.
Nachdem ich nach einem kurzen Tief in mich gegangen bin und mich entschlossen habe, zwei Nächte zu investieren, um die Präsentation mit allem aufzupeppen, das ich letzte Woche bei dir gelernt haben, habe ich heute folgendes Feedback bekommen:
Laut Vorstand war das die beste Präsentation, die sie jemals erlebt haben.
Dieses Lob möchte ich auch an dich weiter geben.
Vielen Dank nochmals für die tolle Session letzte Woche! Der Lerneffekt war wie immer riesig und in diesem Fall hat auch die Umsetzung gleich toll funktioniert!