Podcast

Episode #189: Presenting Your Sales Materials Remotely

Sitting in that tight, too cosy meeting room, opposite a throng of buyers, is now a figment of our fevered s...

Episode #188: Covid-19 Triggers Tougher Negotiations Part 2

In Part One we looked at some of the key basics in negotiating: 1. Our Position 2. The Client’s Position 3....

Episode #187: Covid-19 Triggers Tougher Negotiations Part One

Clients who are now suffering will shortly make you suffer too. They will be much more price sensitive and ...

Episode #186: Salespeople Should Start Preparing For V-J Day

At what point will things get back to some semblance of normality? It is a bit like trying to pick the bott...

Episode #185: Covid-19 Or Not, You Still Have To Master Client Objections

Client hesitation or objections to buying from us are indicators we have failed in some keys areas in our pr...

Episode #184: Covid-19 Makes Sale's Listening Skills More Critical

Typically we speak at 150-200 words per minute but we can listen at up to 600 words. We have excess capacit...

Episode #183: COVID-19 Sales University

Living in Brisbane, I would commute to and from work by car listening to audio tapes on business subjects li...

Episode #182: Managing Client Expectations In Lockdown

Working from home is new and difficult for many of us. Sales, in particular, as a profession is such a huma...

Episode #181: Presenting Your Solution On line In Japan

When we sit down with a client for a face to face meeting there are a number of phases to the time together....

Episode #180: What Can You Do In A Crisis When You Can't Sell

Getting hold of clients has become very strained. Normally, we have their work number and their email, but ...

Episode #179: Managing A Sales Team In Covid-19 Lockdown

Farmers and hunters in your sales team represent a type of harmony in peacetime. But Covid-19 has us all on...

Episode #178: Selling From Your Home Office

Normally we lob up to meet the buyer in their office meeting room. With the buyer and ourselves now working...

Episode #177: Selling To Clients In These Covid-19 Times

Covid-19 might actually be good for sales. It might short circuit some of the dumb things salespeople do, w...

Episode #176: Covid-19 Is Truncating Your Sales Activities, Therefore...

First the agreed purchases were postponed. Then the events were cancelled. Next the sales calls were canne...

Episode #175: Unprofessional Professional Salespeople

Salespeople in their forties, who have been selling their whole careers are professional salespeople. They ...

Episode #174: Selling Through Others In Japan

We may think we are selling directly to the buyer in japan but often we are not actually dong that. Selling...

Episode #173: Dealing With Buyers Who Won't Reveal Their Problems

The basics of professional selling requires good questioning skills on the part of the salesperson. We unde...

Episode #172: Expectations Of Newly Hired Salespeople

e they people new to sales or new to that company, there is always a delay in new salespeople producing resu...

Episode #171: Just In Time Is Bad In Sales

Toyota is famous for its JIT or Just In Time system of logistics when building cars. Parts arrive exactly w...

Episode #170: Selling Beyond The Sale

The main goal is always to get the sale agreed. To get the buyer to say “yes” and specify when delivery wil...