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Category Archives: Training
How To Series Episode 6: How to Sell
Many of us get into selling entirely by accident and many of us are petrified of being sold to. But selling is just a conversation – it is as simple as that. But selling is a conversation with a purpose; … Continue reading
How To Series Episode 5: How to Close the Sale
Selling is a conversation. At the end of which, somebody gets to make a decision. At the end, we close. How do you know when that conversation is at its end? Some training programs will say, close, close, close. Close … Continue reading
How To Series Episode 4: How to Build Trust
It’s a fundamental process in human interaction whether you’re building a relationship or trying to sell a product, and the process is exactly the same. In the Emotions in Selling program we spoke a lot about the mechanisms of fear … Continue reading
How To Series Episode 3: How Resumes are Killing your Business
Recruiting sales people is the trickiest part of your company. Recruiting sales people is harder than recruiting any other part of the business because the number of people who can sell is actually quite small. But the number of people … Continue reading
How To Episode 2: How To Cold Call
The first part of the process is, can you really do it? It looks easy and many people think that anyone can do it. We all have phoning blitz or a called calling day, get the whole company out there, … Continue reading
How to choose a Business Coach
Lets leave aside the question of when do you need a business coach and skip to: How do you choose the right one for you? I often hear comments by people trying to sell their coaching services that only current … Continue reading
How To Episode 1: How To Recognise a Sales Person
You need staff and you need to interview a pool of candidates and see which one of them can sell. There is a myth that some people believe that they can recognize sales people as soon as they see them, … Continue reading
Starting a Sales Career Part 1
In this short interview, Maya Saric – Sales Psychologist and founder of Sales Inventory Profile – will be talking to Eliza Doueihi, a member of the Sales Tribe team. Eliza starting with Sales Tribe as a Business Development Manager, moving … Continue reading
Starting a Sales Career Part 2
Continuing on from part 1 this short interview Maya and Eliza talk about using SIP – the Sales Inventory Profile – to recruit people who can really sell, and why this is. Maya: So Eliza, you’ve journeyed from not selling to … Continue reading
Sales Myths Episode 5: Anybody can sell
Sales Myths: There’s no skill required to sell. Anybody can do it. Indeed, there are lots of people who have tried to sell and failed miserably. The mutli-level sales organizations of the world would testimony to that. They have thousands … Continue reading
Sales Myths Episode 4: Selling is not a real career
Selling is not a real career. Indeed, many people do get into it by accident. But, 90% of managing directors having during their career been sales people. Sometimes for a long period of time, sometimes for 4 or 5 years, … Continue reading
Sales Myths Episode 3: There’s only one sort of sales person
Sales Myth – the myth that there’s only one source of sales person. I have tested 30,000 candidates and I know that that’s NOT true. There are at least 2 types in the simplest definition. There’s the sort that can … Continue reading
Sales Myth Episode 2: Selling Ice to Eskimos
Another sales myth that is the most popular is that if you can sell, you can sell anything. And a lovely cliché of selling ice to Eskimos. That is also not true. There are several types of sales people and … Continue reading
Sales Myths Episode 1: Willing to sell is able to sell
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The Importance of the Herd effect in selling
Having started in previous posts to talk about the role of fear and trust in selling, we now introduce two additional concepts; “herd” and “separate”. The Herd response signifies safety in numbers and falls into the trust side of the … Continue reading
The Role of Trust in Overcoming the Fear Filter
Continuing on from The Role of Fear in Selling where we looked at how the fear filter works, we continue to discuss the Trust barrier in selling. To recap, the fear filter separates the Primal brain and its flee or … Continue reading
The Hunter vs. The Farmer
In our world, there are a lot more Farmer types than Hunter types. The people that interview and hire you, such as HR Managers, Sales managers, and even some Managing Directors, tend to be Farmers. This means that they are … Continue reading
All about SIP Recruitment: Why we write your adverts for you?
All about SIP recruitment program is that we write the adverts for you. We use your logo, your identity, and we write elaborate detailed adverts that are designed to attract a broader and deeper candidate pool. So if you are … Continue reading
All about SIP Recruitment: Best Sales Recruitment tool in the world!
Sales Inventory Profile. I like to call it SIP, is the world’s best recruitment program because at its core is a selling IQ program. We’ve recruited hundreds of sales people around the country; 70% of those are still in … Continue reading
All about SIP recruitment: A Brief History of SIP
Sales Inventory Profile. Its acronym is SIP and it has been in the market since 2008. The research was conducted in the mid 1990s. When I was offering sales training, I was going around the world saying, “Let me help … Continue reading
Book your January Sales Makeover – Build sustainable growth in 2013
If you’re wanting to Grow your Sales team in 2013, we’re offering our selling, coaching and recruiting expertise for a FREE planning session in January. Making big changes in your life, personally or in business, is one of the hardest … Continue reading
A Brief Guide to Starting a New Residential Real Estate Agent
Ensuring the new recruit realises all their inherent capacity without getting demoralised or exhausted before they reach their full potential. By Maya Saric Managing Director Corporate Coach Australia P/L | 0407 005 290 Introduction The purpose of this document is … Continue reading
SIP Report comparison
Can we make Ian Thorpe a football player?
What has Ian Thorpe to do with Sales? Well, essentially, we can also ask: Can a good sales person sell anywhere? Hello! This is Maya Saric, Sales Psychologist and Inventor of SIP, Sales Inventory Profile. I’m about to create every … Continue reading
What is a Sales Excellence Business?
My passion in business is all about creating sales excellence for organizations and sales professionals. I do this by helping my clients expand the sales functions within their businesses. My coaching philosophy has always been based on the three part … Continue reading
Sales staff who can ‘Hit The Ground Running’ are bad for your business
There is a belief in the corporate sales world that to hire sales staff who are capable of “hitting the ground running” is a good idea. I’d like to suggest that it’s bad for your business. Having staff who, the … Continue reading
SIP sales recruitment training and coaching programs pricing
Sales Recruitment Recruit Sales Staff with Sales Inventory Profile (SIP). Why? It answers your number one question in recruiting sales staff is “Who can sell?” SIP is the best sales staff pre-selection tool in the world and it answers this … Continue reading
Emotions in Selling – Part 1
I have produced a range of training videos entitled “Emotions in Selling”. You will soon be able to purchase these videos through my online shop, however to get you started on the way to understanding excellence in selling I am … Continue reading
Are your staff developing trust or creating fear with your clients?
Are your staff developing trust or creating fear with your clients? Have you ever wondered why clients DON’T buy from you when the call seemed to be going well? Continue reading