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

Cold Calling is Horrible, But It Works!

by Garret Norris | Apr 30, 2018 | Business Tips

Many consumers, and even salespeople, despise cold calling. And there is no doubt about that. However, truly effective salespeople know that to sell successfully, some amount of cold calling should be made. So, whether we like cold calling or not, it is still a...

4 Steps to Smarten Up Your Sales Team

by Garret Norris | Apr 25, 2018 | Business Tips, Infographic

Keeping an engaged and enthusiastic sales team is the key to achieve high sales team performance. But it is one that requires balance as well. On the one hand, focusing too much on hard targets can lead to your salespeople getting burnt out. As well as risk losing...

Why Does Effective Sales Training Fail Without Reinforcement?

by Garret Norris | Apr 20, 2018 | Business Tips

Sales training rarely creates lasting success to our people without ongoing support. That is from both our management and our salespeople. Effective sales training must follow up on the learnings with reinforcement and activity. Why Effective Sales Training? Your...

Why Selling on Value is Better Than Competing on Price?

by Garret Norris | Apr 16, 2018 | Business Tips, Infographic

Many business owners fall to the trap of offering the lowest price to influence their customer’s purchasing decision. But there is a cricual factor they do not realise. That is, now more than ever customers are buying from companies for more than just the product with...

Practical Ways to Avoid Hype When Selling

by Garret Norris | Apr 10, 2018 | Business Tips

The number of marketers using hype to sell is incredibly high. They are all over the place. Including from emails and SMS to Facebook and even more so offline. The reason for this is that many business people believe that selling hype works. But this is not true at...

Business Owners’ Primer to Sales Performance Analysis

by Garret Norris | Apr 5, 2018 | Business Tips, Infographic

Having insights about your sales performance is one thing, putting them into good use is another. Performing sales performance analysis is crucial as it gives you valuable insight into the inner-workings of your sales function. But also of your overall business....

4 Actionable Ways to Build A Strong & Loyal Customer Base

by Garret Norris | Mar 30, 2018 | Business Tips

Having a loyal customer base is essential to achieve long-term business growth. However, achieving such a feat is not an easy task. In fact, more than one in three companies say that generating new business is their biggest worry. If you share the same worry, then...

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...