Micro Selling was established by its director – Pauline De Pasquale after observing the techniques of New Home Sales Consultants. It became apparent after many mystery shop visits that she was directly involved with that consultants were failing to implement questioning aimed at discovering needs and what would motivate their visitors to buy a house from them.

The sales consultants were not maximising new business opportunities and were relying on their visitors to solve their own housing problems by leaving them to try and ascertain which house would suit them.  It was evident that consultants needed to start looking at themselves as “problem solvers” and not merely as “providers of brochures and information”. 
 
Pauline has gained her experience as a sales professional in one of the most difficult industries – insurance and financial services – i.e. the sale of non-tangible products. In her role she was required to establish what her client’s personal situation was, what was important to them, and what would motivate them to buy. Only when she had ascertained this could she proceed to make recommendations. Failure to do this usually resulted in failure to make a sale and running the risk of losing her prospect to another consultant who then had the opportunity to find solutions to their financial/insurance needs.
 
In her time at AMP, Pauline was involved in the direct selling of insurance and investment products. She was also required to participate in the overall marketing of services and products, to organise and present seminars to attract new business and was responsible for the hiring and training of support staff to assist her. In addition she was also required to maintain and service existing business.
 
Pauline was the guest speaker at various AMP motivational conferences in both Sydney and Melbourne. Topics included, “The Secret of My Success” and “Sales Ideas and Presentations”.
She participated in on-going training relating to selling to needs, overcoming objections, setting and achieving objectives and prospecting methods. Pauline also assisted management in the training and development of new agents.
 
During her time at AMP, Pauline achieved many awards for her sales achievements. These include the following recognitions: Silver Ribbon Award, 2 X Premium Blue Ribbon Awards, (AMP has three major award levels i.e. Gold, Silver and Blue Ribbon Award). These are based on premiums sold throughout the year.  She also received a Silver Centurion Award (in excess of 150 policies sold in one year), 2 X Centurion Awards (in excess of 100 policies sold in one year), 5 X Sales Achievement of the Month Award; 2 X Outstanding Sales Achievement Awards, Consistent Performers Award, Associate Member of the AMP Millions Club (awarded for introducing more than 1/4 of a million dollars of yearly premium life insurance and superannuation through her agency).  She also qualified for and attended an off-shore convention to Singapore and Penang. All this was achieved within 5 years.
 
Pauline sold her agency to commence a family. The purchaser is still successfully running her agency.  Even though some time has passed, she has realised that nothing has really changed in the sales world. The most crucial step a sales consultant must ensure they complete is establishing needs and motivating factors to buy. If this is not done, finding a solution to someone’s problem is virtually impossible.          
 

Micro Selling has a relatively small team of shoppers in Victoria, New South Wales, South Australia, Queensland and the A.C.T. They are trained to understand what our clients are looking for and what is important to them.  Having a small team of shoppers means we can ensure that they understand what is required and that they are suitably trained to evaluate customer service standards in the industries we specialise in. Our shoppers understand the importance of accurate, consistent and detailed reporting. They work closely with both Pauline and our editors to ensure that they understand the requirements of every campaign they are involved in. Before each and every campaign our Mystery Shoppers are briefed about the specific instructions relating to the campaign and what it is that is important to our client. Our shoppers are updated during campaigns with any comments and/or instructions that could impact on their reports. As we maintain a small team of shoppers and editors we can ensure that we are able to deliver the detail and quality of information required by our clients.

Micro Selling also has a small team of editors who are trained to work with our shoppers to ensure we deliver the information our clients require and that we are consistent with our reporting. Within 2 days of the mystery shop visit our shoppers will submit their reports to the editor assigned to them. The editor will then peruse the report and question the shopper regarding any aspect of the survey that may require further clarification and/or information. After all questions have been clarified the editor will then proceed with preparing the report for presentation to the client.  The report is sent back to the shopper for final approval to ensure that the editor has captured their visit accurately. It is then sent to Pauline (our Director) for a final perusal before submitting the report to the client.  The results of the completed report are recorded so that the summary can be compiled once the campaign has ended.: (please refer to: Summary of the Mystery Shop Campaign for further information regarding this).
 
 Once our shoppers have completed a Mystery Shop visit reports can be delivered within 7 days of their visit. Micro Selling can deliver 10 -15 completed reports per week via email and/or mail.