Voicemail is not dead you just suck at it

sales mentoring, value, sales coaching, sales techniques

Voicemail is dead!  No One returns calls. I have heard this from a number of sales people in businesses that I work with and in my own sales rooms over the years. Voicemail is not dead, you just suck at it! Do your voicemails motivate people to call you back? Or do you imagine them diving behind the couch and hiding from the phone when they see it’s you calling? Let’s talk about your voicemails … Read More

Get Moving to get Creative

sales mentoring, value, sales coaching, sales techniques

Over the years I have told every salesperson that I have trained that once you have made contact with the client you need to stand and walk around. I found that they were more interesting to listen too, more creative and have a better chance of making a connection with the client than when sitting down. A recent study from Stamford University has now proven it with real science. If you are a sale person that … Read More

Be interesting or at least interested.

sales mentoring, value, sales coaching, sales techniques

I believe that the phone is the single most powerful tool in making a personal and impactful connection with your potential clients outside of being face to face. If you caught my previous blog post I was recounting to you the worst sales call I had ever encountered and that got me thinking.  I wrote about the key elements that the person did wrong in the 32 seconds that the call lasted.  In the next … Read More

I just got the worst sales call ever (Rant)

sales mentoring, value, sales coaching, sales techniques

Thank you random call center person I now have a recent example of crappy sales technique that I can deconstruct and then in future posts offer my ideas on how this call could be fixed. So here is the situation that happened today. The person called me and said “Hello is this (My Mobile Number)?”(Being the number they just called on). Then they said they are from the (telephone company) do you have time? I … Read More

Is Selling Evil?

sales mentoring, value, sales coaching, sales techniques

I love Sales and Marketing. [recommendation] – Joe Polish he and Dean Jackson have a weekly podcast in which they give away so much marketing and selling information that it has been said by some listeners ( over 200,000 world wide) that they get more real life usable ideas from their podcast than a marketing degree. Hey, when you get to the magic 9 word email you will reject it like I did then I thought hey … Read More

The 1 word that blew it.

After spending almost $1,000 at a Marine fish shop in Mermaid Beach last week I had a question so I called the guy in the afternoon, introduced myself and asked how are you? He said 1 word Busy. I had only 2 hours earlier been in the shop and I get a one word grunting answer when I could be calling to spend even more money? F*&% him there are plenty of other shops I … Read More

Voodoo sales

sales mentoring, value, sales coaching, sales techniques

I have seen it a lot of high performing sales people in my career.  These guys and girls who are on top of the sales board seem to be blessed with good clients, amazing timing and quick sales. Is it luck? Is it skill? is it Voodoo? Well, it is attitude. What attitude is that? and how do you develop it? I have often asked a sales person to act as if they didn’t need … Read More

Let it go.

sales mentoring, value, sales coaching, sales techniques

Last year when I was wrestling with the fact that my business that I had owned for 14 years needed to be put down. I had a lot of dark days. I could not get out from under it and think creatively. So I got in to it I went back on the phones selling. I made some sales but the cancer had taken hold. I knew mentally that the business needed to go through … Read More

How a sales person gets a payrise

sales mentoring, value, sales coaching, sales techniques

When asked about a pay rise I try to have a sales person workout how they can add more value seeing as it will cost me more money to have them there. The comment is: “Your pay rise will become effective the moment you do” So think about the company goals and help them get there. Simple. Matthew