Sales Coaching

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, do a bit every day or have some major function where we all get out […]

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 superstars in any profession have the right or capacity to coach others to excellence. Really?

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, as soon as they chat.  To some extent, that is true because during the chat,

Spotting a top gun listing agent in a 40 minute interview just from their external attributes is impossible… As a Sales Psychologist with 20 years experience I have found in my research of top guns that they come in all personality shapes and sizes. There is no obvious type. Some are ego maniacs and brash

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 selling, you’ve entered in an industry that you didn’t have any significant background in…what would

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 of members but less than 1% of those are generating their revenue. It’s a very

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, sometimes for 10 or 15. You cannot lead an organization without understanding how to generate

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 generate new business and there’s the sort that nurtures the existing client base. It takes

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 they perform better if they stick to their marketplace. So, there are people that can