What Sales Integrity Means – Part 2

What Sales Integrity Means – Part 2

What does “sales integrity” mean? A recent survey demonstrated that of all professions, people trust salespeople the least1. This is unsurprising, given that many dodgy individuals have dragged the profession through the mud through their lack of...
Three Words That Will Erode Your Sales Credibility

Three Words That Will Erode Your Sales Credibility

Sales professionals are wordsmiths. Our ability to masterfully string words together to illustrate, educate, and persuade is one of the critical tools of our trade. That said, I have noticed recently a trend of “crutch words” that sales consultants use to buffer their...
How to Win the Grand Final Sale for Your Business

How to Win the Grand Final Sale for Your Business

It’s Grand Final time in Australian Rules Football (AFL)! Amidst the excitement of the sport, there are many success lessons that we can learn and apply to business/sales. Today I will share with you how to win the grand final sale for your business. Winning the Grand...
How Sales Improves Parenting

How Sales Improves Parenting

Sales is a universal skill. Improving your ability to sell will not only improve your career, it will breathe new life into your family and relationships. Today I’m going to share with you a story about how sales improves parenting. How Sales Improves Parenting: Sales...
Buying Cheap is Really Expensive!

Buying Cheap is Really Expensive!

Are you selling products that are higher priced than your competitors? Chances are good that your prospects will say “your price is too high,” “I can’t afford it,” or “that’s a lot of money.” If you have ever heard these questions, I’d like to share a story of why...
People Buy What They Want, Not What They Need

People Buy What They Want, Not What They Need

While travelling in the poorer parts of Asia, I couldn’t help but notice the living conditions of some of its residents. I saw mud and straw huts… With satellite dishes on the roof, and wide-screen TVs on the wall… It seemed to me that these people were buying what...
The Magic Word in Sales

The Magic Word in Sales

There are actually many magic words in the wonderful world of selling. The one I will share with you today will help you close more sales without applying any pressure to your buyers. As if by magic, using the word will cause you to be perceived as more professional,...
Resilience in Sales

Resilience in Sales

Whether you call it grit, perseverance, or resilience, we all need to be able to bounce back from difficulties to be successful in sales. Our ability to keep working in spite of setbacks will largely determine our performance. Rather than suggesting that you develop...
The Mexican Fisherman: A Very Dangerous Story

The Mexican Fisherman: A Very Dangerous Story

There’s a nice little story called The Mexican Fisherman making its way through the Internet. It teaches about the importance of enjoying life and the irony of materialism. While it bears a good message, there are some very dangerous underlying concepts. If...