Author Archives: AussieSalesGuy

Sales Coaching – Follow Up or Else

As a sales coach I often give advice to sales people but I can spot good advice when I see it too. The following article I link to is from Paul McCord and it’s a beauty, do yourself a favour and click on the link to read it. Before you do let me relate a story.…

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Sales Coaching – Execution Based Coaching

Ever heard of Execution Based Sales Coaching ? Big term, interesting ideas. I ran across this post today and thought it worth passing on. The opening comment caught my eye, “An effective sales coaching process needs to be based on two pillars of sales success and continuous improvement process: activity and process. ” Then further on…

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Sales Coaching and Metrics

I’m sure you have heard the quote, ” You can’t manage what you don’t measure”. I think oit came from Peter Drucker. This is a basic tennent of coaching. You have to know you are improving and you can’t do that unless you have a figure to compare current perfromane to past performance. And this…

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Ziglar on Attitude

  The great Zig Ziglar was someone I looked up to. I First came across him in an Amway tape ! A lecture he gave to a bunch of Amway people. Never joined Amway but I joined the ranks of those who admired Zig. I was saddened to hear of his passing in 2014 but…

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To Be a Great Sales Person

  If you are reading this blog you probably have an interest in becoming a better sales person. I have an article on my website entitled ” Professional Selling Skills -The Top Ten” which may also be of interest to you. You can link to it here   The video below from Victor Antonio is about becoming…

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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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