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
I love this quote from Einstein: Everything is Energy and that’s all there is to it. Match the frequency of the reality you want and you cannot help but get that reality. It can be no other way. This is … Continue reading
Real estate agents are not earning enough. Despite the real estate industry having some of the highest income earners in the country only a small number of real estate agents earn over $250,000 per year.With some many offices around the … Continue reading
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
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
Can a successful salesperson do either of these sales roles? No, as very different people are capable of doing these two jobs properly. Using SIP we can see these differences in capability very clearly but it is not so obvious observing BDM’s and account managers in the wild.
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I get really discouraged when I am on a Facebook profile of a sales person I click on their work details and it goes to an empty page. Such a waste of your advertising space when it takes 10 minute to create your own work page Continue reading
A illustration of the percentage of the population who can prospect either totally independently or with some systems support versus the vast majority who simply cannot. With SIP it is possible to identify the minority who can prospect before hiring. Continue reading
We often see people with the better ‘hunter’ SIP sales profiles have a history of more jobs than the non selling profiles. It indicates an inner strength or resilience and willingness to adapt on the part of the candidate to keep trying new opportunities and the fact that they haven’t found the right job for themselves. Continue reading
Corporate Coach Australia after a few years as a successful boutique provider of sales recruitment and sales enhancement technology has some huge plans for 2012 and I’m inviting you to support our growth by using our world leading technology to enhance your own sales effectives and make this your biggest sales year ever. Continue reading
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
An interesting statistic that shows recruiting good staff is getting harder “Spending per employee on recruiting went up 6% this year…which is more than 3X the money spent on the training of internal candidates.” So why don’t companies spend more … Continue reading
Hi Everyone To all my fabulous clients and friends who have journeyed with me since SIP was relaunched in 2008 Another year of selling comes to a close and before our focus turns to some well earned rest and time … Continue reading
We have tested over 400 receptionists through all the businesses we have worked with and the profiles of the ones the business owners tell us are very good, are identical to the sales people. Yes, equal to the BETTER sales … Continue reading
We are all aware of how our fears drive us but few have any clue about how the pull of pleasures really works. Have the people who amassed the greatest fortune really driven themselves from the compulsion of survival? Many … Continue reading
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
It’s an emotional world we live in. Many people say we live in a rational world but nothing could be further from the truth. Emotions drive our behavior; the world is driven by emotions. Rational thought leads customers to be interested but it is emotion that sells. Continue reading