Author Archives: AussieSalesGuy

What Does it Take to be Successful in Sales.

Many people that go int sales are looking for a magic formula. They want a piece of advice that will magically turn them into a sales superstar. In fact that’s exactly the trap many sales people fall in to. They make a big sale using a certain process or approach and ASSUME that is THE…

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How Not to Write a Sales Email

There are ways to do things and ways not to do things. Writing an email to a prospect or client should not be hard but it should be proferssional. Many of the emails that are sent out are far from professional. The following article from Jill Konrath gives a real life example of a particularly…

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Sales Coaching and Power Persuasion

There is little doubt that persuasion is one of the cornerstones of effective selling. How much time has your company spent teaching you powerful persuasion language and techniques ? Many think it’s an innate skill you are born with, “the gift of the gab”, well I know it can be learned. My belief is that…

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How to Know When Your Customer Will Say Yes

Knowing if your prospect is about to say yes would be a valuable skill, wouldn’t it. Chances are you already have a fair idea, if you let yourself know it. The following post is from Geoffrey James a prolific writer about sales and marketing. In the article he gives a checklist to go through which,…

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How to Leverage Your Sales Success

Have you ever heard the expression, “nothing succeeds like success”. I must have believed in it. I had a habit when I was selling on a daily basis. If I landed a big deal I would immediately start calling other customers who were at the latter stages of my pipeline. I guess I figured I…

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Cold Calls, necessary or outdated

There is quite a debate between variuos sales trainers these days as to whether cold calling is necessary or desirable. Some say it’s a waste of time others say its a necessary evil. Putting that debate aside I know I used to do some cold calling and I’m pretty confident that you will have to…

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Is YOUR Life in Sales Perfect

I guess it’s a pretty silly question to ask, isn’t it. Plainly, nobodies life is perfect.     But from a sales perspective it is even more ridiculous to expect that things will always run smoothly. For a start as a sales person you are a PPS = “Professional Problem Solver” (from Tom Hopkins if…

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Sales Coach says Never Give Up

As a sales coach I’m sure you are familiar with the concept of resilience, you know never give up. I’m sure you have all seen that classic cartoon of the frog in the mouth of the bird with the frog’s hands firmly clenched around the bird’s neck so it cannot swallow. The caption below being,…

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The ABCs of Selling

A long time ago I read a sales trainer state that the ABCs of selling were Always Be Closing. I get the sentiment but I’m not sure that I agree. I prefer to think the ABCs of selling are Always Be Caring. I was always in sales for one reason, to help people. After all,…

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Tell Me More

“Tell me More”, I’d bet you’d like to hear your prospects utter that phrase more often. I’d bet you’d like them to be hanging off your every word. Which is better : An Elevator speech A Uniques Selling Proposition A Value Proposition ? Well know sales author Jill Konrath has her say on this point…

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