Author Archives: AussieSalesGuy

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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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…

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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…

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