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Category Archives: Attitudes & Behaviours

How we can learn MasterSales lessons

Like many people in Australia, my family and employees have been captivated by MasterChef Australia. What I love about MasterChef is that it can be seen as a metaphor for expressing our talents and being the best we can be. Given my interest in everything to do with sales, personal mastery and performance, I particularly […]

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Does everyone live by selling something?

‘Does everyone live by selling something?’ My desire to seek answers to this question was ignited back in the late 1980’s when I came across the quote ‘Everyone lives by selling something’. The quote was coined by Robert Louis Stevenson, Scottish novelist, poet, travel writer and author of ‘Treasure Island’, in the late 1880’s some […]

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The Entrepreneurial Sales Person

As part of my ongoing professional and personal development I belong to a CEO leadership group where we meet monthly and discuss a whole range of topics to stimulate our thinking and decision making. Recently we discussed the concept and qualities of Successful Entrepreneurs. Besides making the obvious comparisons with ourselves as to whether we […]

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Exceptional Prospectors

“My most important appointment is prospecting and I do it first up every day.” “I qualify all leads I generate and have an approach to handle those that aren’t ready yet.” “People appreciate a professional sales approach and are able to make an informed decision to say ‘yes’ or ‘no’ because I clearly explain, up […]

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Leading a healthy sales career

It is well documented that being healthy (physically, emotionally, and mentally) is vital to leading an effective and productive life. In sales your health is a critical factor to your success. Many highly successful sales people I meet are self disciplined in all aspects of their life ensuring they are fit, healthy and well trained […]

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Prayer and purposeful action

I awoke early this morning to the sound of gentle rain falling and found myself immediately praying for more. This prayer came automatically during one of the most tragic weeks in Victoria’s history with the tragedy of the bush fires in many parts of our state. As a Victorian I have found myself upping my […]

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What’s in a relationship?

    The term ‘Relationship Selling’ is often bandied about by sales managers and sales people without properly defining what it really means.I often hear “We are in relationship selling” or “We need relationship sales people” however what I do not hear being asked is: What type of relationship are we talking about? What type […]

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A Test of Character

I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do things I didn’t always understand that significance of. I often felt overly scrutinised by the constant monitoring of activity and performance by my managers. I […]

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Don’t take your frustrations out on your customers

As mentioned before, Sales and Service roles are not for the faint hearted and can often take their toll on your good nature, your energy and your ability to deal effectively with frustrating issues, especially when you put in the effort to do the ‘right thing’ by your customers and it is not appreciated, acknowledged […]

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Punished by Rewards

Punishment and reward proceed from basically the same psychological model, one that conceives of motivation as nothing more than the manipulation of behavior. As part of my own development and in an attempt to keep my mind as open and fresh as possible, I take to reading all sorts of things. On my current reading […]

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