Author Archives: AussieSalesGuy

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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Sales Coaching – Rapport Tips

OK, here’s a bit of sales coaching that I’m guessing you wont pay much attention to and that’s a pity because it’s really critical in selling. You’ll make a lot more sales if you learn how to build rapport. Don’t believe me ? Well what about SDM quote ? “Sharon Drew Morgan in her book…

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Sales Coaching – Where does your prospect make Decisions

Do you know where in their head your prospect formulates their decisions ? “It is well known that people perceive their world through a set of filters: these filters include their history, their sense of identity, their beliefs and values and their perceptions of the world around them.” As a sales coach I know there…

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Sales Coaching – Customer Focus

Here’s a bit of sales coaching advice that many sales people could do with. When I was selling day to day in the B2B world I never wore a wrist watch. People used to ask me how I could function as a sales person without knowing the time. My comment was, “When I’m with a…

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Sales 2.0 Sales Coaching

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Sales Coaching – ByPass resistance

Some time ago I received a question on one of my other websites, I used it as an opportunity to give some sales coaching. I have reprinted that advice below. Question: Dear Greg, How can I bypass resistance without detection, Sharin? My Response: Hi Sharin, I’m not sure your comment is the right kind of…

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