Author Archives: AussieSalesGuy

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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Why Should Prospects be Interested in What You Say

The old adage was AIDA which stood for Attention Interest Desire Action (sometimes Close) The second point there is Interest. And how do you gain the interest of your prospect ? I ran across this old post from S Anthony Iannarino where he writes about being interesting and what it takes to get your prospect’s…

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Why Would I Need A Sales Coach ?

It’s interesting, isn’t it, that 20 years ago sales coaches did not exist. Sales people back then seemed to make plenty of sales without them, didn’t they ? So, why would you need a sales coach ? Then again, years ago we didn’t have faxes or mobile phones or text messages or computers or CRM…

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I want to think it over

If you have been in sales for any time at all you would have heard a prospect say  “I want to think it over” And it’s true sometimes you just need to mull it over. It actually takes me about a year to buy a new car. The typical way salespeople deal with this objections…

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Sales Coaching – Past Performance versus Current

One of the most valuable assets for any sales person is their self confidence. As a sales coach I often have to deal with a client who is down on confidence. That is one of the reasons why when I used to sell imported goods that as soon as I landed a good size contract…

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“He that is good with a hammer thinks everything is a nail”

  This is a reason you might want to consider sales coaching. “He that is good with a hammer thinks everything is a nail” What do I mean by this ? Well we humans are interesting creatures. We learn by trial and error. That’s how we learn to do many things like walking and driving.…

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Sales Coaching – Answering Objections

Dealing with objections is a part of sales coaching that comes up a lot. As long as you are not selling a perfect product there will be sales objections, so get used to them. The best way to handle objections is to follow a process AND to have trained your mind to reframe objections automatically…

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Sales Coaching and Language

I could not do sales coaching without an obsession about words and how they affect people. Napoleon said, “We rule men with words”. “The pen is mightier than the sword. ” Without knowing the force of words, it is impossible to know men.- Confucius Words are the most powerful drug used by mankind – Rudyard…

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