Author Archives: AussieSalesGuy

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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The Two Most Important Words in Sales

In the video below Jeffrey Gitomer (The Little Red Book of Selling) takes a different approach to this idea. He does come back to some tried and true ideas at the end and as usual he makes a lot of sense. Suggest you take the 90 seconds or so to learn from a master in…

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Are you Busy or Effective

As a sales coach I’d have to say one of the great things about selling is that you can’t hide poor performance. You have a budget, you either meet it, exceed it or you don’t. If you can’t handle that maybe you shouldn’t be in sales ? Given that as a salesperson you are paid for performance…

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Sales Prospecting Success

The following video from Mark Hunter (The Sales Hunter) makes the point that in order to be successful at prospecting you have to make the best use of your time. I guess it’s like applying the 80/20 rule to your prospecting. Mark goes into some information about how to classify your targets and which group…

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Selling as a Career, take the Quiz

This is a quiz from Geoffrey James’ blog, it tests your Sales career IQ. It asks questions to determine if you are a good fit in sales and  if you understand where your career is going, could go or should go. Do you think salespeople are born or made ? Do salespeople make good managers…

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Turn Sales Setbacks into Sales Success

Anyone reading this who has been in sales for any length of time has been through tough years or a recession. Some people deal with setbacks better than others. My first ever sales manager refused to let the word “recession” be spoken in our office. He believed you could talk yourself out of making sales.…

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