Author Archives: AussieSalesGuy

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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Are You BS’ing Youself

In sales coaching I run across a lot of sales people that THINK they are doing a good job. Those same people do not: read widely good books that’ll help them improve their sales skills listen to training CDs or motivational CDs in their car practice their sales presentations know their most common objections study…

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I Have Anxiety When I’m Selling

A reader of my website asked me a question yesterday about feeling anxiety when they are in a sales meeting. Anxiety is an interesting feeling, isn’t it. It’s about taking something that might happen in the future and finding a way to feel bad about it now. I replied to my reader with a couple…

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What Sales Questions

You have probably been told (if you listen to the right people) that questions are the basis of selling. The question becomes “What questions?” On my website I have a summary of SPIN Selling which is a sales model based on asking specific types of questions. You can access that page by clicking on this…

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