Category Archives: Uncategorized

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 sentences. They serve no function in conveying their message, and even harm […]

How to Win the “Grand Final” Sale for Your Business

(Watch to the end of the video for a little surprise!) 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 just three: Maintain Discipline There is no doubt in my […]

Sales Professionals – Ask and You Shall Receive!

Fear of rejection is the single largest reason for failure in sales. We imagine the worst possible outcomes before we even take any action, often causing paralysis by analysis. Today my message to you is simple – if you don’t ask, you won’t receive! Here are some short stories to illustrate: Never Assume When I […]

Closing Sales Techniques – How Important Are They?

“Always Be Closing” has been a popular sales mantra for decades. While there may be some credit to the phrase (e.g. asking for incremental commitments), undue emphasis has been placed on this for sales success. Today I’m going to share some ideas to balance the importance of using closing sales techniques. The Challenge with Closing […]