Category Archives: Uncategorized

3 Ways to Reduce Sales Resistance

As a result of negative stereotypes and actual life experiences, many of us can relate to putting up resistance to salespeople. Ironically, selling is the means by which we earn our living, regardless of your profession! (If employed, you have to “sell” your worth to your employer). To achieve career success, we must learn how […]

What Sales Integrity Means – Part 2

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 integrity. It’s up to the rest of us to lift the profile of our noble profession so that the public and our clients […]

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 […]

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 that will help you overcome most price sensitive […]