Author Archives: AussieSalesGuy

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…

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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…

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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.…

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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…

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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…

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If You are Selling, Sut up and Listen

My first sales manager used to say, “you have two ears and one mouth” use them in that ratio. And if you ask questions when you speak you can keep that ratio BUT you still have to do something else …. I  have long been an advocate of a couple sayings when it comes to…

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Maintain Your Price and Margins

There is a tendency amongst sales people to discount to get the order. I understand that, I have done it myself. Here’s the thing. One of the most important items about getting higher sale prices is Congruence. Congruence is that thing that happens when you really believe what you are saying. And that belief reflects…

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Getting them to Open Up

This may seem obvious and you may not see how it relates to sales coaching but bear with me. In order to win a lottery you need to have a ticket. In order to win the tropy you need to compete in the event, that is to say you need to be in the game.…

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Build Rapport to Grow Your Sales

To me Rapport is critical in sales. It’s what turns brief meetings into long fruitful dialogues. My sales career was doing quite well but once I learned about Rapport building it skyrocketed. You see if you don’t know how to build rapport the only people you’ll sell to are those that you just naturally get…

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Can Sales People be Replaced by Computers

There are those that believe that sales people will eventually be replaced by computers. They would site the fact that these days buyers do a lot more research on-line before they ever meet with a sales person as the first step in that direction. Others would point to the increasing number of purchases being made…

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