Garret Norris | Page 19 of 28 | Sales, Marketing, Negotiation & Call Centre Training Sydney, Melbourne, Brisbane, Australia and Globally

Customer Needs and the Buying Process

by Garret Norris | Mar 26, 2018 | Business Tips, Infographic

Most, if not all sales professionals have been taught at some point in their career to sell to their customer needs. However, while selling the product is essential (and is more straightforward), it is also the easiest way to erode its value. That and also your value...

Why Customer Engagement Matters?

by Garret Norris | Mar 19, 2018 | Business Tips

In our previous post, we have discussed why driving sales is an important element to drive business success. Without your sales team, you will not be able to qualify and close new business. And there will be no one to put actual weight on your marketing messages. It...

The Number One Killer of All Sales Deals

by Garret Norris | Mar 14, 2018 | Business Tips, Infographic

Losing a potential customer that we thought has already made a firm purchase decision is truly disheartening. And just imagine all the efforts and resources that go to waste. As such, these experiences can cause us to lose our confidence. But also cause us to question...

Does Your Sales Team Ask the Right Questions?

by Garret Norris | Mar 9, 2018 | Business Tips

Asking the right questions is critical for each conversation you have with customers. Perhaps, all the sales training you have participated in have taught you that to sell to customers; you have to know their needs – that your goal is to solve their problems, rather...

Why Selling Your Vision is Better

by Garret Norris | Mar 5, 2018 | Infographic

What does Selling Your Vision really mean? The key differentiators between winning brands and feeble ones are the latter is selling their product instead of their vision. Truth be told, most companies start their sales on-boarding process by communicating their ideas....

What is your Why Statement?

by Garret Norris | Feb 27, 2018 | Business Tips

A business, regardless of its size and industry, operates on three tiers. Firstly, what they do. Secondly, how they do it. And finally, why they do it. The first two levels are likely axiomatic to most businesses. However, only a handful of business owners genuinely...

The Top 5 Reasons Why Sales Coaching Fails

by Garret Norris | Feb 23, 2018 | Business Tips, Infographic

Many businesses invest in sales coaching programs only to see their investment go down the drain. Far too many companies think that Sales Coaching is a magic pill that can instantly boost their sales team’s performance. However, such kind of thinking can never be so...

Treat Your Sales Team Like Your Operations Team

by Garret Norris | Feb 19, 2018 | Business Tips

Measuring the success of your sales function is not an easy task. With many factors at play, you cannot measure the success of your Sales Team by simply looking at your top-line. That said, you need to take into account several aspects of functionality. Firstly,...

How Do You Differentiate Prospects from Suspects?

by Garret Norris | Feb 13, 2018 | Business Tips

Time is essential for sales success, and it should not be wasted on tedious tasks. Even more so on prospects who are just wasting your time. As a sales rep, nothing is more frustrating than to invest so much time and resources on what we thought was potential...

Drive Business Success by Driving Sales

by Garret Norris | Feb 9, 2018 | Business Tips

Innovation and technology are, without a doubt, the hottest topic on many companies’ agendas these days. However, the problem is as more businesses would like to integrate these two aspects into their core strategy, more and more tend to overlook the importance of...