Author Archives: AussieSalesGuy

Sales Coaching – What do you think about “NO” ?

As a sales coach i know that how people handle a “no” has a lot to do with their success in selling. In fact, I read some statistics a few years back that sais the best sales people in the USA close most of their sales AFTER the fifth “No”. I would really love to…

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Sales Coaching – Are You Proud to be…

Here’s a sales coaching question. Are you proud to be a salesman ? Are you proud to be a saleswoman ? When someone at a social function asks, “what do you do?” How do you respond ? Do you come straight out and say, “I’m a sales person?” or Do you say something else, like…

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Sales Coaching – Why Sales Training Fails

Sales training has been around for a long time. Sales Coaching is the new kid on the block. Many sales training courses are over much to soon. I say this because selling is a skill and generally knowledge is not enough o develop a skill. (I know how to hit a tennis ball but doing…

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Sales Coaching – What to Say

Selling is about words. As Kipling said, “words are the most powerful drug used by mankind” Part of my sales coaching is to improve the way my coachees use language. The words we speak truly define who we are. However, since we are continually talking all the time, we often take it for granted. Same…

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Sales Coaching – Making Appointments

As a sales coach I often here a client say “I am great when I am in front of a client, but…” Then they go on to tell me about the difficulties they have in getting appointments. It isn’t easy to get appointments, everyone one is busy these days  People are not in their office.…

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First Impressions

First impression count when you are selling, especially face-to-face. Have you ever heard the saying, “you never get a second chance to make a good first impression”? There are many things that start your prospect making decisions about you: your ability, your efficiency, your motives, your reliability before you even say a word. Were you…

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Sales Coaching – Order Taker or SalesPerson

Many people call themselves sales people but are really only order takers. As a sales coach I watch them fly the flag, put in the odd bit of work and get the odd order just because they are there. But do they go the extra mile, long for a better skillset, put in extra hours,…

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Sales Coaching – Are the Right People in the Meeting

From a sales coaching perspective it’s important to know you are meeting with the right people. So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be. As you enter your meeting, do you know what percent of the entire Buying Decision…

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Sales Coaching- Speaking to Individuals

One of the things I promote in sales coaching is the benefit of really talking in the language of your prospect. Buyers get sales people pitching to them all day. Occassionally, they get a seller who actually takes the time to ask questions and find out what they want. Then on very rare occassions buyers…

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Sales Coaching – Objection Handling

From a sales coaching perspective I do not agree with all that is said in this video but some of it certainly makes good sales objections handling sense.     I certainly do not agree with delaying dealing with objections till the end of a meeting as it tends to show disrespect for the prospect.…

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