The Ultimate Sales Training Lesson: How to Stop Ripping Yourself Off

I was on the phone to John last night on the way back from a meeting in Fremantle.

We were talking about the weeks client coaching and sales training sessions.

John is suffering from a bad bout of the flu (so I was glad he was at the other end of the phone while I was driving past the setting sun at Cottesloe Beach on a lovely West Australian Winter’s clear blue sky  Friday afternoon..)

Sales Coaching Lesson #56: Increasing Sales by 20% by Looking Backwards

We had my wife’s sister and her partner over for dinner last night.

My daughter Caitlin and I cooked up the old reliable – spag boll… It was a hit..

As the night went on (besides me and her boyfriend playing guitar and singing to the girls) we put on some old family DVD’s.. photos and videos of our kids and our families over the past 5 or so years..

It was a look back in time..

How the kids had grown up so fast. The holidays we had gone on together. The shopping expeditions the girls had gone on in Melbourne and Sydney.

But I woke up this morning with this thought for both you and me..


Sales Training Lesson #124: Why Life and Death is an important Topic in Selling

What a week..

Australia is out of the World Cup of Soccer (or Football depending on what you call it)

Australia has a new Prime Minister – our First Female Prime Minister

One of my clients almost lost her cat but it has survived (with the help of a very unusual operation..)

And what have these events got to do with Sales Training?


We were smashed 4-0 by Germany yet we go on and play Ghana and Serbia, and under incredible pressure (red cards, one man down, no Tim Cahill), we draw against Ghana and win against Serbia (who had beaten Germany).

How can it be?

How can a team get beaten 4-0 then beat the team that beat that team?

Is it the same team?

Sales Training Lesson #76: Why WAKE UP and Not Be a Self Obsessed Bore

I was on the phone with a client today who was telling me a story of a meeting he and a senior colleague went to this week..
It was an important meeting with a large company they were looking to do more business with.
He had been working on the relationship for the past 6 months.
Things had been going well..
Then, in one foul swoop, the colleague stuffs it all up..

How to Stuff Up a Prospect Meeting…. (Don’t Try this at home folks.. It takes practice..)

Sales Training Lesson#55: Sales and Training to Kick More Goals

Friends, I went to the Eagles vs Geelong game in Perth last night..

Premiership Team on Top of the Ladder playing team way down the ladder..

It could have been a walkover but it wasn’t (thank goodness for the game, the spectators and in particular the future hopes of the team itself..)

But for me (as a coach, observer of team behaviour, student of high performance) sitting there (at times very frustrated) there were so many sales and training lessons I wanted to pass onto you this morning..