Nearly ten minutes without service, not even a hello! Was I invisible?! Despite attempts to make eye contact and flash my teeth, the staff zoomed past, some greeting new patrons as they entered the cafe. I sat in my confined wooden booth festering in frustration as my body demanded my morning fix — CAFFEINE!!! In … Continue reading Two little words that inspire loyalty
The average salesperson asks up to 48, 000 questions a year to potential customers. How did we come to that figure? Simply do the math. If you consider 20 conversations a day x 10 questions per conversation x 5 days a week x 48 weeks —we get 48, 000 questions! Give or take a few … Continue reading The Art of Masterful Questions™
A couple of years ago, I recall sitting in the Western Bulldogs boardroom overlooking the Whitten oval. A long polished table separated me and the corporate leadership team as we discussed a project BOOM! had been awarded to deliver for their membership team. Towards the end of this conversation, I directed a question to them; … Continue reading What we can learn from the Bulldogs
I hit Sydney airport, briskly exited the terminal and was immediately greeted by the humid morning air. I then strategically positioned myself in the cab rank and waited in line for my ride. After a few minutes, my cabby pulled up. The driver then leaped out of his seat and charged around to my side … Continue reading The Art of Chen
‘Twelve hundred dollar!’ Snapped Lily. ‘No way, too much,’ I snorted. The pocket-rocket snatched the calculator from me and punched in a counter offer: ‘One thousand!’ ‘No, no. Still too expensive,’ I replied. Back and forth went the calculator like a tennis ball fizzing over the net in a grand slam final. Deep into the … Continue reading Sheer persistence will overcome brilliance
Why most sales training is a waste of time Sales training, arguably the most critical form of training and development for any organisation, is often sold as an intangible. That is to say, it’s hard to compare and value, therefore its not valued correctly. Effective sales training should be measured and made tangible. The question … Continue reading Why most sales training is a waste of time
If your sales team is reluctant to role-play with each other, you have a problem. High-performing sales people are no different to elite athletes. The same attributes that drive self-motivation, discipline and innovation apply. Most importantly, habitual practice, training and development. They live to play and thrive on challenging themselves. Elite athletes have a suite … Continue reading A team the plays together, succeed together
Let’s be honest, sales people are a necessary evil. They serve a sole purpose, that is, to sell. Salespeople should follow simple instructions and essentially do what they are told. Ultimately measured by numbers (not service) they should just focus on results. They whine about a lack of support, the market and competitive forces?! We … Continue reading The fearless sales leader
Yes, we’ll definitely be moving ahead’, I’ll get the paper work back to you early next week.’ This type of customer response to a sales person’s request for the order, to some, may seem like a positive outcome. To the more experienced sales professional, this form of response is treated as a core objection and … Continue reading You’ve been Verbalised!
“Good morning Eddie,” with a broad smile I enthusiastically shook hands with the potential new client, conscious of positively transferring my energy and providing him with a strong sense of importance. #YouAreImportant However, in the back of my mind dwelled a purposeful and self-serving intent….Don’t dare waste my time! These words pierced from my eyes, not … Continue reading Don’t dare waste my time!
When we think of a ‘negotiator’ the mind often paints a picture of a cold, calculated character, like a barrister or hostage negotiator. We rarely consider the creative process involved, a rhythmic dance of sorts that takes place when two parties actively work together towards a win-win outcome. There are many aspects to a sales … Continue reading Why the Best salespeople are Negotiators
Be scared. They are here! Living among us. Listening. Watching our every move. Personal and marketable “connectivity” is of course all pervasive and ever penetrating. We sleep with our apps open by our side. But how deep does it really go? I imagine asking parents, ‘would you trust your baby with a robot. Picture the … Continue reading Attack of the Robots
Thomas stood up, cocked his head and shot his words squarely into the phone: “You are making the wrong decision.” His conviction, sincerity and passion — stunned the potential client. Tom’s response was a reaction to a potential new client explaining they had agreed to go with one of Tom’s competitors. An intense twenty-minute … Continue reading “You are making the wrong decision.”
World-class service is getting harder to find. But when you do find even a glimpse of it, it’s worth celebrating and sharing Here’s what I’m talking about. After a full week speaking and facilitating in the Philippines, I took a weekend trip to the Islands to cool the jets and refresh. Utterly relaxed nursing … Continue reading Put some ‘skin in’ for inconvenience
We have all walked into a retail environment with our arms crossed and no intention to buy.
IGNiTE SALES TRAINING from BOOM! Sales on Vimeo.
The week following New Year’s day, Harry went to the gym armed with his New Year’s resolution. He drove into the car park, but then struggled to find a single vacant spot. In a huff, he exited the car park (stage left) and reluctantly parked two blocks up the street, and trotted back to the … Continue reading Hit your New Year’s resolution with a big stick!
I would like to personally thank all the very special people who have made 2015 a magical year. To all our clients (the BOOM! family) we can’t wait to see you in the New Year. Eat, drink, be merry and don’t forget to share some extra cheer to those who need it. HAVE YOURSELF A … Continue reading MERRY CHRISTMAS!!!