Author Archives: AussieSalesGuy

How to Use Social Media When You Don’t Know How

Social media is here. You can pretend and put your head in the sand like an emu (see, you can tell I’m Australian, I didn’t say ostrich) but that wont make it go away. Yet you may be very reluctant to join in the conversation. Well have you ever arrived at a party and not…

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Sales and Questions

OK if you have had any sales training or sales coaching in your life you have probably been told that asking questions is a paramount skill in sales and in many ways it is. Remember one of the findings of the Huthwaite study that gave rise to the SPIN Selling book though. Asking too many…

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Live Coaching with Executive Sales Coach Keith Rosen

Been writing a lot about sales coaching this week thought I’d give you an example. Take a look at the video below  from a well know sales coach. Live sales coaching with author and executive sales coach Keith Rosen on Selling Power Live with Gerhard Gschwandtner, founder and publisher of Selling Power magazine. Duration :…

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Sales Mentor – Industrial Sales

I just wrote a reply elsewhere on this site in response to a query about selling industrial chemicals, (which is what I did for many years). In that post I offer some advice about how I did that successfully. Anyway the advice is targeted for people selling industrial chemicals but I now think the information…

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Get Organised, Plan for Sales Success

Consider this a bit of sales mentoring. I spent a lot more time planning then many of my sales counterparts and got better sales results than most of them. I spent a lot of time making sure things ran smoothly, I used to say my job was ” to grease the wheels”. I did this…

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Sales and Closing

I often get asked by sales people to help them with their sales closing technique. And… I always tell them the same thing. “it’s not about closing techniques” It’s about creating a connection so people are prepared to talk with you and then asking questions to see if what you have to offer is of…

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Sales Coaching Makes Sales for B2B Salespeople

Ever thought about getting yourself some sales coaching? How are your sales efforts going in the current economy? Finding it hard ? For many sales professionals, sales is not easy or fun. It’s hard work that doesn’t yield very good results. So it’s easy to avoid selling completely and just end up an order taker.…

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Sales Coaching, What’s it About ?

The short answer to what sales coaching is about, is the sales results you see. The longer answer is a bit more complicated. You see to generate any results there are a number of components you need to consider. Those components are: Your Environment – what”s around you Your Thoughts Your Emotions – mood, attitude…

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Talking About Your Opposition

There is a desire at times to talk about the inadequacies of your competitors. I used to get that inclination, I’ll bet you do too. I was warned against making any disparaging remarks about the opposition early in my sales career. I was told it wasn’t good form, not professional etc and I believed that.…

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Choosing a sales Coach

It’s is probably a generally held belief these days that sales coaching will get you more improvement in the sales results you see than as compared to sales training. The problem with sales training is that to much of it is forgotten too quickly after the course. But there are problems inherent with sales coaching…

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