Author Archives: AussieSalesGuy

Sales, Do You Have What it takes

As a sales coach I’d like to believe that anyone can be taught to sell and sell well. Yes people can be taught to sell but maybe it takes more to be a top performer ? “Not all salespeople are successful. Given the same sales tools, level of education, and propensity to work, why do…

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How do Buying Decisions Get Made

How do buying decisions get made ? It’s all about the rational, logical consideration of objectives and the problem at hand especially in B2B selling, right ? You’ve heard it before … “People act on emotion and justify with logic. From complex to completely transactional, impulse purchases, emotions drive buying decisions. The examples are legion…

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Sales Coach – Your Ideal Week

As a sales coach I have been know to read the material produced by other coaches. A guy that is credited by many as being the founder of the coach industry in the USA is Thomas Leonard. One of the programs that Thomas created was called “A Perfect Life” Now, lets not get into the…

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Sales Coaching, Are You Improving

People come to me for sales coaching becasue they want to see better sales results. In other words they want to improve something. It’s a saying in business that if you are not moving forward you are moving backward becasue you cannot just stay where you are. I think the same applies to selling. It’s…

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Sales Coaching – Don’t Blow the First Call

I often hear during sales coaching sessions with my clients that it’s getting harder and harder to make sales appointments. Logically, business are leaner and people have more things to do. Here are some interesting statistics from 2019: More than 40% of salespeople say Prospecting is the most challenging part of the sales process, ….…

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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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