Sales Training Lesson #23: Two Ears, One Mouth and the Gold in Client Feedback

I’ve just finished putting a new page on this web site..

It’s a page that outlines a service we have done for almost 25 years but had not articulated clearly enough on this site..

As with so many things, it’s so obvious… IN HINDSIGHT..

Why hadn’t we done it already?

How could I be so blind? So forgetful??

No need to spend too much time beating ourselves up…

Just fix it..

But where did the CATALYST FOR ACTION come from?

A client..

Sales Training Lesson #126: Where do you want to Sweat?

We’ve had one of the busiest weeks for yonks this week..

Sydney, Melbourne, Perth, 6 different workshops in 3 different cities with 5 different all the other stuff going on..

But it never ceases to amaze John and I the power of teams getting together in an environment of learning, focus and desire to take things to the next level.. the environment of the Sales Breakthrough Mastermind..

Here are just a few sales training and sales coaching lessons from the week.

Sales Training Lesson #201: Why be Unreasonable?

Week 44 has just ended..
63 days until the end of the year..
The sprint to Christmas..
For some of you it will be the busiest time of the year..
For others it will be a slowing down..
Interestingly, in the industry sectors that are slowing down, there will be some in those sectors who are still way busier than others.
Why would it be that some in say The Finance Sector or the Professional Services sector are super busy and others are saying ‘this is a quiet time of the year..’?
The answer lies in the question..

Sales Training Lesson #45: How to deal with the Price Shopper

In a sales training session this week an ephiphany occurred…

I was with a group of Retail Sales people and one of the team was a new guy..

He had worked with the company several years ago and had recently rejoined.

He had been in the installation side of the business but now he had joined the sales team.

So he knew a bit about the product… but not so much about sales.

As I was working through the material on the sales process, building rapport, standing out from the competition, selling on value, dealing with objections etc, first of all his body language was that of someone who didn’t agree with me… and secondly, he kept bringing up lines like:

‘But we always get beaten on price…’

‘Everyone always wants the cheapest price…’

‘If we’re not the cheapest…. we’re going to get beaten…’

He must have referred to ‘price’, ‘being the cheapest’ at least 4 times in the first hour or so..

So what was going on here?

What impact was that thinking having on his sales?

Sales Training Lesson #102: How to Close a Sale and Make a Profit

I am still getting over the shock of Geelong getting smashed on Friday night against Collingwood..

(I actually had to re-watch the first quarter to study what the difference between the teams really was.)

But more on that later..

Sales Training Lessons from this week in the land of Blue Rocket Sales Breakthrough’s..


I went out on the road with a couple of sales athletes this week.

Met several people in retail who told me their war stories… fascinating..

As we spoke of their sales mindsets and sales strategies one of the patterns that became clear when we were talking of closing strategies was..


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?