Author Archives: AussieSalesGuy

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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Fear of Rejection in Sales

FEAR of rejection. Heard it mentioned quite a lot in sales. I must say I never experienced it myself. My attitude was that I was there to help and that if I couldn’t be of help I didn’t want to waste their time or mine. I must admit fairly early in my sales career I…

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Cold Calling

Debates rage about Cold Calling…”to be or not to be, that is the question”. Some eminent sales educators say it’s a waste of time, yet some other well know sales mentors specialise in cold call training. I once read a very sage piece of advice in a book titled “Total Fitness” written by the guys…

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The Art of Persuasion

In sales coaching some people I need to help them learn the art of persuasion. Some people have no idea. They think if they sprout off the features of a product that people will buy ? Well it doesn’t work that way. It’s about a dialogue and building rapport then understanding what the prospect needs…

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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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