Author Archives: AussieSalesGuy

Two of the worst words you can use when you are selling

There are plenty of words that don’t enhance your sales results. I consider these two when used to gather to be amongst the worst The words are ….” yes .. but ” For most of my life in sales I was told “Don’t use “yes..but”!” I just trusted the senior guys telling me this but…

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Positive Mental Attitude in Sales

Carrying on from some recents posts about attitude and its bearing on selling results I ran across a video from Jeffrey Gitomer sales trainer who has written about 12 books including “The Sales Bible” If you are not enjoying the process of selling get better or get out. Find a way to improve your skills…

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Do You Really Want to be a Salesperson

As a sales coach I often wonder if certain people really should be in the sales profession. There are many people that go into sales becasue they like the freedom. They like the idea that a car comes with the job. And a myriad of other reasons. BUT.. Do they actually like the job. ?…

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The Sales Attitude – Part 3

This is the final video in the series from Gavin Ingham in which he goes into the sales attitudes required to win at selling. Gavin is a gifted speaker and makes a lot of sense. He obviously has some experience is sales. Remember, what Zig Ziglar said, “Your Attitude determines your Altitude”

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Convincing a Prospect, Their Way

  As a sales coach I often ask my clients, ever wondered how your prospects become convinced ? I read a while back that most successful salespeople in the USA get an order after the 5th “No!”. This is used to show that successful salespeople are most persistent. And it does give that message.  …

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The Sales Attitude – Part 2

This is a follow up to the video from a gew days ago. I guess we all know attitude has an impact on your sales results. I have a habit that when I close a big order I immediately go after any other business close to the end of the pipeline. As the saying goes…

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What is Your Sales Process

As a sales coach I often ask a client, “how do you approach your prospects ?” I am amazed at how often I find people using old school approaches.   Do you know what I mean ? You walk in the door, chat up your client for a few minutes – struggling to find some…

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The Sales Attitude – Part 1

Attitude has a big effect on sales results. Zig Ziglar said many years ago “Your attitude determines your altitude” True words. But what attitudes ? Take a look at the video below from Gavin Ingham,  a well know motivational speaker and sales trainer from the UK, who goes into the attitudes of successful sales people.

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Sales Coaching – Words that Sell

As a sales coach I would like to ask the question, “Are there words that increase the possibility of you making a sale ?” Given that Kipling said, “Words are the most powerful drug used by mankind” it would seem likely that there are special words. Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use…

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In Sales, Silence is Golden

You may or may not be old enough to remember the song “Silence is Golden” When you are selling one of the hardest things to do is “shut up”. We have been told as salespeople that asking questions is the thing to do, and it is. Then you have to listen for the answer. And…

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