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 #125: Facing the Enemies to Your Sales Success

I’ve just had a very interesting week.

I’ve run the same one hour ‘Future Growth’ seminar on sales and marketing to small and medium sized businesses 19 times to about 150-200 business owners and managers around Perth.

As you can see, the groups were small so we got to interact and coach people in a very close, intimate environment.

I got to see 150-200 business people at close range.

As I reflect on it this weekend it was a thought provoking experience with some great sales training, sales coaching lessons in there.

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?

How to Look Backwards to Look Forward and Break a Million Sales Records

Collingwood has smashed St Kilda in the Grand Final Replay of 2010..

What happened??

My view.. in a nutshell summary.. and what can you and I learn from it in business?

When your main goal kicker is drawn way up the ground and there is no one inside your 50 metre zone.. you have trouble scoring..

Lessons for you and me in business… Have more than one person who can kick goals..

You want a multi streamed approach to kicking goals in your business..

Have more than one salesperson… more than one person who can deliver the bacon..

But there’s more…



Sales Training Lessons: Why Reset and ReInvent are not just for St Kilda and Collingwood..

Talk about Rebound, Recharge, Remotivate, Reset and Replay..

It’s all about the ‘R’ Words at St Kilda and Collingwood this week… (but maybe also in your business if you’re looking to take your Sales, Marketing, Business Development, Sales or Account Management to the next level too..)

Collingwood and St Kilda will have to do all five of the above after Saturday’s unbelievable Grand Final..

Collingwood start fast…. St Kilda come back well..

Collingwood 23 scoring shots and only 9 goals.. St Kilda 18 scoring shots and 10 goals..

It’s all about Conversion Rate boys.. Converting under pressure…

It’s also about the mental and physical ‘Reset’ and ‘Rebound’ buttons. It’s about resilience, leadership and routines… Working the routines that facilitate rebounding with 100% focus.

That is an important Blue Rocket Sales Coaching Lesson… but more of that in other parts of our blog..

In the meantime…



Here is an email from Mining People International Recruitment Manager Brad Thorp..

‘I’m not sure if I’m out of line or not but I thought of a topic for your weekly blog. I went to the Powder Finger concert last night (they were awesome) and I starting thinking about the selling process that a band does to the crowd, specifically the lead singer. They are the salesman, Bernard Fanning is a very good salesman as is Mick Jagger, Bono, Michael Hutchins (was) etc. During one song he passed over the mike to one of the other guys and there was clearly a reason BF was the lead singer, he’s probably no better at singing but he sells the song much better than the other guy. I’m sure this could be related to sales people, “are you the lead singer or one of the backing crew etc”.

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 Tips for Better Closing and Sales Team Motivation

Happy Fathers Day to all you Fathers out there…

Another week has raced by..

And the Fremantle Dockers had a fantastic win against Hawthorn yesterday… Cath, I, James and my old mate Symo were there to see some brilliant footy played by Pav, Hill, Mayne and the boys.. (and I’m not really a Dockers fan.. just a fan of great sport…) anyway… let’s get on with it..


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..)