Author Archives: AussieSalesGuy

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…

Continue Reading →

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…

Continue Reading →

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…

Continue Reading →

I Thought We had a Deal

Have you ever had a really good sales meeting and left the call, gone back to your office to write the proposal or write the confirming letter/email only to have the prospect come back with no order. I am sure it has happened to all of us sales people at some time. What went wrong…

Continue Reading →

Let Your Buying Habits be Your Sales Coach

You do not always have to hire a sales coach or get coaching from your sales manager. After all we all buy things, right ? Next time you go out to purchase something and engage with a salesperson notice the things you are wanting. Is the sales person giving them to you ? If they…

Continue Reading →

When a Customer is Stalling

It is not uncommon for a customer to stall placing an order. There can be all sorts of reasons; like the fact they really don’t like what you are offering, they don’t have the authority to place the order and maybe have been “big noting” themself, they want time to comapre your offer to others…

Continue Reading →

Sales and Procrastination

Delays in ordering is something sales people have to deal with, both from the aspect of getting the prospect moving and from dealing with their own responses when the prospect will not order now. It’s something I have to work on when I’m doing sales coaching with people. You know some people just have a decision strategy that…

Continue Reading →

Keep the Pipeline Full

My first sales manager was full of interesting sayings. I was lucky to have worked with him. One of the sayings he had was, “Don’t wait till the well is empty before you starting drilling” What he meant was that you should always have new prospects coming into your pipeline. thankfully, I took his advice.…

Continue Reading →

How Quickly Can Sales Coaching Get Results

I happened to read this post today about a sales coach working with someone new to selling and getting significant results in a few days. I was interested because the sales coach shared a lot of ideas that I have about how to approach the sales process. Ideas like the importance of curiosity and the…

Continue Reading →

Powerful Sales Questions

Questions are the backbone of any sales meeting. You come into a sales meeting with your raft of solutions (be they products or services) and your intention is to discover if the prospect has any problems or desires that your offerings could assist them with. Is there a fit ? The ONLY way you can…

Continue Reading →

Page 4 of 8