12 Enduring Sales Tips

October 11, 2018October 11, 2018 Brendan Walsh

As most of my business contacts know I’m a long-term squash player. When I say long-term, I started playing when I was 17, so we’re not talking years, we’re talking decades! (more…)

Think Ahead!

May 30, 2018 Brendan Walsh

Over Christmas we spent 3 days at Halls Gap in the Geriward mountains (Grampians) in Western Victoria, about 3 hours drive from Melbourne. This is an ancient mountain range where the Aboriginal peoples have lived for about 1,600 generations, yes 40-50,000 years! (more…)

Getting your customer to ‘Yes’

January 9, 2018January 10, 2018 Brendan Walsh

There are many reasons for customers delaying a positive response to your proposal, and you probably won’t know what most of them are! (more…)

Why Sales Training is a process, not a one-off activity

September 4, 2016April 26, 2023 Brendan Walsh

Many businesses see sales training as the panacea for all of their sales ills. Let’s send the sales team on some sales training and it will cure all of our sales problems. Whilst our business is all about sales training, we do have a number of issues with this: (more…)

What are you selling?

July 6, 2015August 31, 2016 admin

Selling is a paradox. You want to sell more products and services (of course you do!) but you don’t want to do it by selling products and services! (more…)

Passion (and how it will help you sell more)

April 2, 2015August 31, 2016 admin

A couple of weeks ago I enjoyed a fantastic customer experience in Gregg’s the bakers in Airdrie, in which a salesperson displayed an integral part of the sales process – passion! (more…)

What are we selling?

January 7, 2013October 16, 2016 admin

We’ve got our sales pitch perfected… We look & sound the part and we feel professional… We believe in our product… We’re ready to start selling! (more…)

Commitment

November 15, 2012October 16, 2016 admin

We talk a lot in these pages about the specific things required for success in sales, such as levels of activity and what salespeople need to do to hit targets. But what else makes us winners? Why do some people outperform others? We think it’s all about commitment. (more…)

Listen

January 1, 2011September 26, 2016 admin

There’s a lot for us salespeople to think about in customer interviews. What with asking half-decent questions, focussing on the client, the agenda and what we want to get out of the meeting, it’s sometimes a real challenge just to keep up with the conversation. But there’s nothing more important than to listen to the client. (more…)

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