Garret Norris | Page 20 of 28 | Sales, Marketing, Negotiation & Call Centre Training Sydney, Melbourne, Brisbane, Australia and Globally

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...

How to Win Deals Without Discounting

by Garret Norris | Feb 5, 2018 | Business Tips

If you are a small business owner, you know what it is like to feel anxious once we see our cash flow dry up. And because of our eagerness for our sales to pick up again, we often fall trap to offering a ridiculous discount. That is, we lower our price of our product...

Sales Is Not a Department

by Garret Norris | Jan 26, 2018 | Latest Business News and Trends

How does a business become successful? Is it about the quality of the product or service? The customer experience? The convenience? The local need? Building a successful company is about all of those things. But it all really comes down to SALES. But, Sales Is Not a...

Offer the Best Solution Selling, not the Lowest Price

by Garret Norris | Jan 22, 2018 | Uncategorized

If your offer is based only on price, there is a good chance that someone else will have a lower price than you. And you are prone to becoming involved in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your...

Coaching Managers Too

by Garret Norris | Jan 16, 2018 | Business Tips

If you’ve heard it once, you’ve heard it a thousand times – a great business starts with having great people. You can have an amazing business concept, but if you don’t have solid staff, you won’t have happy customers. And also, you won’t grow your business in the...

Sales Stories We Tell Ourselves

by Garret Norris | Jan 10, 2018 | Business Tips

Salespeople engage in self-limiting behaviour all the time. That is, selling is a head game. Basically, if your head isn’t in the game, you might be struggling to hit the numbers. As a result, we work with sales executives, managers and business owners who often...