Author Archives: AussieSalesGuy

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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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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