Strolling through a market one lazy Sunday afternoon, I was approached by a short, shiny-headed man. He stopped me with a gentle tug on my shirt sleeve and a big warm smile. He had large glowing white teeth — which had to be false — and he beamed with energy and enthusiasm. He asked me … Continue reading The Mad Bean Man
Dennis the management consultant arrived late to a sales training program I was facilitating. He apologised for being late, rushed in and sat down. His body language was stiff and noticeably anxious. Although now behind schedule, for his benefit, I asked everyone to again very quickly introduce themselves and describe what businesses they were in. … Continue reading Desperate Dennis
Every time I take a domestic or international flight I am mildly entertained by the pre-flight safely spiel, which contains a statement that I believe transcends the aviation industry: ‘In the event of an emergency, first place the oxygen mask over your own face, and only then over your child’s.’ To do so may initially … Continue reading Save Yourself First
You don’t have to be big to compete in today’s markets — quite the contrary in fact. The game has changed: big teams have been reduced and replaced by the internet. Big offices have been traded for hot desks and shared spaces. And there are multimillion-dollar lounge-room operations playing with the big boys every day—and … Continue reading It’s Big To Be Small
We all know how important getting a ‘Yes’ is, but how important is the word ‘No’ in sales? For some companies the word ‘No’ is just as or more important than a ‘Yes’. Let me explain. The number-one killer of value in any sales model is disengagement and time-wasting and salespeople not knowing where and … Continue reading The Rule Of No
One cold winter night, I was coming out of a supermarket when I noticed a young man decked out in stained and ripped jeans and a tattered coat. His mane was long and tangled with dreadlocks, and it’s safe to say he may not have bathed as frequently as I. At his feet lay a … Continue reading Always Pay The Busker
As children we were captivated by the terrifying tale of The Three Little Pigs. So when I say, I encourage you to build your sales process with bricks – you should know what I’m talking about? The quick win mentality and short term approach to sales is a driving force behind why so many sales … Continue reading The Three Little Pigs [Sales Process]
This week we witnessed one of the more exceptional demonstrations of team values by a sporting team. “The Samurai Blue let slip a two-goal lead as Belgium scored three second-half goals to reach the quarter-finals of the World Cup. It was the third time Japan has failed to make the last eight in the World Cup. The disappointment … Continue reading The Value of a Values Driven Culture
Meet Eunice AKA the sausage lady. I see her at the deli every time I visit the local shopping centre. She’s quirky, always armed with a warm smile and loaded the toothpicks! If you dare treat yourself to one of her free delights – you better be ready to buy, as she will quiz you … Continue reading A Lesson from the Sausage Lady
During a recent evaluation process to determine the right school for our three children, we were left with a very tough decision between two quality schools. My wife Kellie and I did more than our fair share of due diligence, attending multiple school tours and interviews. In addition, bending the ears of as many people … Continue reading The Mastery of Metaphor
One more rep to go, your forearms are burning, eye-balls bulging! Your personal trainer demands you push with everything you’ve got! You curse at her, “I cant!” Standing over you like a dominatrix, she kneels down and blurts back, “don’t you %@#! dare give up, give me one more!” You strain and spit, managing to bust … Continue reading Not all Training is meant to be Fun!
From the constant stream of sales training enquires we receive at BOOM! Sales every year, the most common enquiry is a request to help address a “conversion problem”. What’s interesting and indeed insightful about this particular problem is upon deeper investigation the commonly identified “conversion problem” is rarely the real problem, its nearly always a symptom of a more complex … Continue reading What is the real problem?
It’s not uncommon for some salespeople to not be proud of their profession. In fact, their No.1 fear is to be perceived as a salesperson. Fascinating psychology isn’t it? Due to this, these salespeople [in denial] won’t probe too hard, show fight and negotiate, nor overcome objections or ferociously follow-up. Richard is the Managing Director … Continue reading Are You a Proud Salesperson?
Thirty something Darren contacted me seeking work. He explained he had a passion for sales training and had resolved in his mind that BOOM! was the place to be and company to work for. He was complimentary of our work and sounded genuinely enthused about the opportunity. I thanked Darren for his kind words and acknowledged his zeal. I … Continue reading The Currency of Contribution
Deeply passionate salespeople are easily aroused by their customers, when they win a new contract or sale, so intense is their elation, a little bit of wee escapes! Sure, they appear to be seemingly normal at first glance, but if you peer a little closer, there is something peculiar bubbling beneath the surface. These types … Continue reading The Secret Selling Ingredient
The world’s highest paid people can be found in a small amount of industries. In particular; professional sports and technology. The FC Barcelona list and the Atlassian founders are just two of the many examples that spring to mind when it comes to the ludicrous amounts of wealth generated in these two industries alone. The … Continue reading Elite Geeks Vs Athletes
How valuable is your reputation? We all know a key ingredient to anyone’s success is their credibility. Your credibility and reputation form the image you portray in your market. It communicates your values and what you stand for. It also helps people quickly identify with you and begin to trust you. Your reputation can take … Continue reading Go to War to Protect Your Reputation
Over ten years of research and insights generated from working closely with market leading organisations and thousands of salespeople has taught us a lot at BOOM! Namely, what the best-of-the-best (in the world) do and what most (the average) don’t. Nearly all markets are competitive, that’s a given. Yet, the most experienced of us all … Continue reading Are your Salespeople living in Sin?
Nearly ten minutes without service, not even a hello! Was I invisible?! Despite attempts to make eye contact and flash my pearly whites, the staff zoomed past, some were even 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! … 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
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 is, as a result of the training, how much … 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 quickly paints a picture of a cold, calculated character, like a hostage negotiator or ruthless laywer. What we seldom consider is the creative process involved in negotiations, a rhythmic dance of sorts that takes place when two parties actively work together towards a beneficial outcome. There are … 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!!!