The power of Storytelling in Sales

Storytelling in Sales has emerged as a powerful tool that goes far beyond traditional sales pitches and presentations. Storytelling taps into the human psyche, creating connections, building trust, and driving action. With studies showing that a staggering 92% of consumers prefer ads that tell a story, here’s how storytelling can transform the sales process and why it’s such an important skill for salespeople to be trained in.

How storytelling affects the brain

1. Creating Emotional Connections

Stories resonate on an emotional level, making the sales experience more personal and memorable.

Sharing stories that align with the customer’s experiences or challenges creates a sense of relatability. When customers see themselves in the narrative, they are more likely to feel connected to the product or service.

Unlike facts and figures, stories captivate attention. They create a journey that keeps customers engaged and interested in what you have to say.

Through storytelling, salespeople can convey empathy, showing that they understand the customer’s needs and concerns, which is crucial for building trust.

2. Simplifying Complex Information

Complex products or services can be difficult to explain. Storytelling simplifies this by:

Breaking Down Information: Stories can break down complex concepts into easy-to-understand scenarios, making it simpler for customers to grasp the value proposition.

Analogies and Metaphors: Using analogies and metaphors within stories can clarify intricate details, making them more accessible and relatable to the audience.

Demonstrating Use Cases: Real-life examples and case studies within a story format illustrate how the product or service works in practice, highlighting its benefits and impact.

3. Building Credibility and Trust

Trust is a critical component in sales, and storytelling can help establish it through:

Authenticity: Authentic stories about real experiences and outcomes build credibility. Customers are more likely to trust a narrative that feels genuine and honest.

Testimonials: Sharing stories of satisfied customers and their success stories adds social proof, reinforcing the trustworthiness of the product or service.

Transparency: Stories that include both successes and challenges demonstrate transparency, which can further enhance trust and credibility.

Building trust when selling

4. Making the Message Memorable

People are more likely to remember stories than standalone facts or statistics.

Research has shown that consumers are 55% more likely to recall a story than a list of facts.

Stories are easier to remember because they involve characters, emotions, and a plot. This helps the message stick in the customer’s mind long after the conversation ends.

A good story is shareable. Customers are more likely to share a compelling story with others, extending the reach of the sales message. In a crowded market, a unique story can differentiate a product or service from competitors, making it stand out in the customer’s memory.

5. Driving Action

Ultimately, the goal of sales storytelling is to drive action. Stories can inspire customers by showing the potential positive impact of a product or service on their lives or businesses.

A well-crafted story naturally leads to a call to action. By highlighting the problem, solution, and positive outcome, the story can motivate customers to take the next step.

Stories that address common objections or concerns pre-emptively can persuade customers to move past their hesitations and make a purchase.

6. Humanizing the Brand

Storytelling humanizes the brand, making it more relatable and approachable.

Brand Story: Sharing the story of the company’s origins, values, and mission helps customers connect with the brand on a personal level.

Personal Touch: Salespeople sharing their personal experiences and stories can build rapport and make the interaction feel more like a conversation than a sales pitch.

Community Building: Stories that highlight the brand’s involvement in the community or its positive impact can foster a sense of community and loyalty among customers.

Tips for Effective Sales Storytelling

To harness the power of storytelling in sales, keep these tips in mind:

Know Your Audience: Tailor your stories to resonate with the specific needs, interests, and pain points of your audience.

Be Genuine: Authenticity is key. Ensure your stories are truthful and reflect genuine experiences.

Keep it Simple: Avoid overcomplicating your stories. Aim for clarity and simplicity to ensure your message is easily understood.

Practice: Like any skill, storytelling improves with practice. Refine your stories over time based on feedback and outcomes.

Incorporate Visuals: Use visual aids to complement your stories, making them more engaging and easier to follow.

Storytelling - storyselling

Storytelling is a transformative tool in sales that goes further than simply conveying information. It creates emotional connections, simplifies complex concepts, builds trust and makes the message memorable. By mastering the art of storytelling, sales professionals can not only enhance their effectiveness but also forge deeper, more meaningful relationships with their customers.

Contact KONA today to discuss our tailored Storytelling for Sales Training Program and how it can help your Sales Team reach their full potential.

Call 1300 611 288 or email [email protected]


4 Australian Strikes – The benefits of Management Training in Managing workplace conflicts

Throughout history we have seen workplace conflicts that have shaped the evolution of business practices and management strategies. Here are some notable examples where effective management training could have made a significant difference:

Qantas engineers strike

The 2009 Qantas Engineers Strike

In 2009, Qantas engineers went on strike over pay disputes and job security concerns. The strike resulted in flight delays and cancellations, impacting the airline’s operations and reputation.

How Management Training Could Have Helped:

Conflict Resolution: Training in conflict resolution techniques could have equipped Qantas management to address engineers’ concerns proactively, facilitating earlier and more effective dialogue.

Communication Skills: Enhanced communication training might have ensured more transparent and timely information sharing, reducing misunderstandings and building trust.

Empathy in Leadership: Empathy training could have helped managers understand and validate engineers’ concerns, leading to more compassionate and effective responses.

Coal Miners' strike

The 2012 BHP Billiton Coal Miners’ Strike

Coal miners employed by BHP Billiton in Queensland went on strike in 2012 over a new workplace agreement, which they felt compromised their job security and working conditions.

How Management Training Could Have Helped:

Labour Relations: Training on labour relations could have improved the relationship between BHP management and the miners, promoting a more collaborative approach to workplace agreements.

Negotiation and Mediation: Skills in negotiation and mediation might have enabled management to find a middle ground with the miners, addressing their key concerns without resorting to strikes.

Workplace Fairness: Training focused on fairness and equity in the workplace could have ensured that the new agreement was seen as fair and reasonable by the miners, reducing conflict.

Workers on strike

The 2017 Public Sector Strikes in Victoria

Public sector workers in Victoria went on strike in 2017 over pay rises and working conditions. The strike included teachers, nurses, and other public service employees, significantly affecting public services.

How Management Training Could Have Helped:

Problem-Solving: Management Training focused on collaborative problem-solving could have facilitated a more cooperative approach to addressing the workers’ demands, finding solutions that met both management and employee needs.

Strategic Communication: Strategic communication training might have helped in framing the negotiations positively, keeping employees informed and engaged throughout the process.

Leadership Development: Developing leadership skills to build mutual respect and understanding could have reduced adversarial attitudes, leading to more productive negotiations.

Sydney Train strike

The 2019 Sydney Trains Strike

Sydney Trains workers went on strike in 2019 over pay disputes and safety concerns, causing significant disruptions to the city’s transportation network.

How Management Training Could Have Helped:

Health and Safety Management: Training in health and safety management could have ensured that workers’ safety concerns were addressed proactively, reducing one of the main causes of the strike.

Employee Involvement: Training on involving employees in decision-making processes could have led to more inclusive and satisfactory outcomes, reducing feelings of exclusion among workers.

Conflict Prevention: Preventative conflict management training might have helped identify and address issues before they escalated into strikes, creating a more balanced workplace environment.

In each of these cases, proactive and well-rounded management training could have addressed underlying issues, improved communication, and created a more connected and respectful workplace environment, potentially preventing conflicts altogether, or at the very least, reducing their impact.

7 Ways Management Training Can help in Workplace Conflict Resolution

Management training plays an important part in managing workplace conflicts. Here are seven ways it can help:

1. Improved Communication Skills

Management training helps leaders develop the ability to:

  • Actively listen
  • Articulate thoughts clearly
  • Encourage open dialogue

This ensures that everyone feels heard and understood, reducing misunderstandings that often lead to conflicts.

2. Increased Emotional Intelligence

Emotional intelligence (EI) involves recognising and managing your emotions and understanding the emotions of others. Management Training that involves training in EI enables managers to handle interpersonal relationships with caution and empathy. This can help in de-escalating tensions and addressing the emotional aspects of conflicts.

3. Conflict Resolution Techniques

Managers trained in conflict resolution techniques are better equipped to handle disputes. The best Management Training Programs can be tailored to include various strategies such as:

  • Negotiation
  • Problem-solving approaches that help in resolving conflicts constructively.

This ensures that conflicts are addressed promptly and effectively, preventing them from escalating.

4. Building Trust and Rapport

Management training emphasises the importance of building trust and rapport with team members. When employees trust their managers, they are more likely to express concerns and grievances openly. This transparency helps in identifying and addressing issues early, reducing the likelihood of conflicts.

Building trust and rapport with employees

5. Building a Positive Work Culture

Management Training programs often include components on promoting a positive and inclusive work culture. Managers learn to create an environment where respect, collaboration, and mutual support are prioritised. A positive culture reduces the chances of conflicts arising from misunderstandings.

6. Stress Management

Workplace conflicts can be a significant source of stress for both managers and employees. Management training includes stress management techniques that help leaders maintain their composure during disputes. By managing their own stress effectively, managers can approach conflicts calmly and rationally, leading to better outcomes.

7. Strengthening Leadership Skills

Management Training programs enhance leadership skills such as decision-making, assertiveness, and accountability. Skilled leaders can guide their teams through conflicts, setting a positive example and ensuring that disputes are resolved in a fair and balanced manner.

Management training provides managers with the tools and skills needed to handle workplace conflicts effectively. By improving communication, emotional intelligence, conflict resolution techniques, and leadership skills, training helps create a balanced work environment where conflicts are managed proactively and constructively. This not only resolves existing issues but also prevents future conflicts. 

At KONA, we know that an organisation’s performance is only as good as the team leaders and managers who steer the ship. All of our trainers have run sales and customer service-focused businesses and led teams, so they understand you as only those who have walked in your shoes can.

Contact KONA today to discuss our tailored Leadership and Management Training programs.
Call 1300 611 288 or email
[email protected]


Strategies to keep your top salespeople motivated

The KONA Awards is a testament to the hard work, dedication, and exceptional contributions that your sales staff have made to foster a positive and inclusive workplace, as well as achieving or exceeding budgets. The Award demonstrates that their commitment to excellence in sales has not gone unnoticed, and acknowledges their efforts holistically.

Nominate Your Sales Team Member for the KONA Awards

Both you and they have the opportunity to further celebrate the achievements of your team member by nominating one of them for this esteemed award.

We encourage you to highlight the outstanding individual who has played a key role in creating a workplace culture that values and invests in its people.

KONA Award winners receiving their awards.

This is a strategy that we at KONA encourage, but there are many more strategies you can use.

When it comes to Sales, top performers are the driving force behind the success of a business. Top performers will no doubt have the charisma and skill to consistently exceed targets. But even the most accomplished sales professionals can experience periods of burnout.

The ebbs and flows of the sales cycle, rejections, and setbacks can take their toll.

As a sales leader, putting the right strategies in place can keep your team’s motivation tank full and help them continue to achieve their sales goals. Here are some effective strategies to accomplish just that.

Recognition and Rewards

One of the most powerful motivators for top performers is recognition for their achievements.

Publicly acknowledging their accomplishments in team meetings, company newsletters, or through internal communication channels goes a long way in boosting their motivation.  

Implement a Rewards Program

Consider implementing a rewards program that offers incentives for reaching and surpassing sales targets such as:

  • Bonuses
  • Trips
  • Personalised gifts
The KONA Awards Certificates

Learning and Development

The Sales field is always evolving, and top performers thrive on staying ahead of the curve.

Stay Ahead of the Curve with Ongoing Training and Development

Investing in ongoing training and development opportunities will keep their skills sharp and their knowledge current. Whether through internal workshops, online courses, or motivational speakers, prioritising continuous learning will enhance their professional growth.

Find out more about tailored learning and development opportunities for your sales team.

Career Development Opportunities

Top sales performers are typically ambitious individuals who thrive on personal and professional growth.

Providing avenues for career advancement, whether through promotions, specialised training programs, or mentorship opportunities demonstrates that the company values the long-term success of their staff.

Encourage them to pursue certifications or attend industry conferences to broaden their skill set and stay on top of market trends.

Autonomy and Flexibility

It’s important for Sales Leaders to empower their top performers by granting them autonomy in how they approach their work. Trusting them to make decisions and giving them the flexibility to manage their schedules can build a sense of ownership and accountability. This autonomy allows them to leverage their strengths and creativity, ultimately leading to increased job satisfaction and productivity.

Set Challenging, Yet Attainable Goals

Top performers thrive on challenges, but unrealistic targets can lead to frustration and demotivation. Working collaboratively with them to set ambitious yet achievable goals will help to push their limits while still maintaining a sense of feasibility. It’s also helpful to regularly review progress and provide constructive feedback to keep them on track and motivated.

Create a Positive Work Environment

A supportive and positive work culture can significantly impact employee motivation and retention. For top performers to feel valued and respected, create a culture of:

  • Teamwork
  • Camaraderie
  • Open communication

Encourage peer-to-peer recognition and celebrate team successes to reinforce a sense of unity and belonging.

Offer Meaningful Incentives

In addition to traditional rewards, consider offering incentives that align with your top performers’ values and interests. For example, some may value opportunities to give back to the community through volunteer work or participate in wellness programs that promote work-life balance. Tailoring incentives to individual preferences will maximise their effectiveness.

Regular Check-ins and Feedback

As a Sales Leader, you should be scheduling regular one-on-one meetings with your top sales performers to provide feedback, offer support, and address any concerns they may have. Actively listen to their input and incorporate their ideas into decision-making processes whenever possible. This demonstrates that their opinions are valued and contributes to building a sense of mutual respect and trust.

By utilising these effective strategies, Sales Leaders can create an environment within their teams where top sales performers feel motivated, valued, and empowered to achieve their full potential. Keeping your sales stars engaged isn’t just about hitting targets; it’s about nurturing their talents in an environment where they can thrive.

Cycle of motivation

Contact KONA today to discuss tailored Sales Training for your Sales Team.

Call 1300 611 288 or email [email protected]


Creating a Sense of Urgency in Sales – why is it important?

Creating a sense of urgency in sales

In Sales, urgency is the secret element that leads to action. It’s that sense of impending hurry that compels customers to make quick decisions, rather than procrastinating. Whether you’re selling a product, service, or even an idea, confidently creating a sense of urgency can significantly increase your sales performance. Let’s talk about why it’s so important and how you can become confident at it.

The Importance of Creating Urgency

1. Prompt Decision-Making

In sales, time is of the essence. Without a sense of urgency, potential customers may delay their decision-making process indefinitely, leading to missed opportunities and lost sales. Creating urgency prompts them to act quickly, increasing the likelihood of conversion.

2. Less Procrastination

As many of us can relate, humans are wired to procrastinate, especially when it comes to making decisions involving spending money.

By introducing urgency into the equation, you provide a compelling reason for customers to overcome their disinclination and take action before it’s too late.

3. Enhanced Perceived Value

Scarcity breeds desire. When customers perceive that a product or offer is only available for a limited time or in limited quantities, its value skyrockets in their eyes. By creating urgency, you can capitalise on this psychological principle to drive sales and command premium prices.

4. Accelerates Sales Cycle

In today’s extra competitive marketplace, speed is paramount. By infusing urgency into your sales process, you can expedite the sales cycle, closing deals more quickly and efficiently. This not only boosts revenue but also frees up resources to pursue additional opportunities.

Meme about having no sense of urgency

Strategies for Creating Urgency

1. Use Limited-Time Offers

Harness the power of deadlines by offering things like time-sensitive:

  • Promotions
  • Discounts
  • Bonuses

Clearly communicate the duration of the offer to create a sense of urgency and motivate customers to act swiftly.

2. Scarcity Marketing

You can highlight the limited availability of your product or service to instil a fear of missing out (FOMO) in potential customers. Scarcity creates demand and accelerates purchase decisions, whether it’s:

  • Limited edition items
  • Exclusive access, or
  • Dwindling stock

3. Client Testimonials

Utilising social proof and customer testimonials can reinforce the urgency of your offer.

Showcase satisfied customers, rave reviews, or testimonials emphasising the benefits of acting quickly to amplify the sense of urgency and credibility.

Don’t forget to ask your satisfied customers to leave you reviews.

4. Personalised Recommendations

Tailor your sales pitch to each individual customer, putting emphasis on how your product or service addresses their specific needs and pain points. By highlighting the immediate benefits of taking action, you can create a personalised sense of urgency that resonates with your audience.

5. Clear Call-to-Action (CTA)

Ensure that your calls-to-action are clear, compelling, and time-bound. Whether it’s “Act Now,” “Limited Time Offer,” or “While Supplies Last,” a strong CTA reinforces the urgency of the offer and directs customers towards taking the desired action.

Time is running out!

Creating a sense of urgency is an important sales strategy. By leveraging some useful tactics to create urgency, you can entice potential customers to act quickly and decisively. Whether you’re closing a deal, launching a new product, or running a promotional campaign, creating urgency will no doubt elevate your sales performance.

Contact KONA today to discuss our tailored Sales Training Programs and the value they can bring to your Sales Team.

Call 1300 611 288 or email [email protected]


How to Motivate and Inspire your Business Leaders

Motivation and inspiration are the sparks that lead to innovation, professional growth, and success. Behind every successful company are passionate and driven leaders who inspire their teams to achieve greatness.

As a business owner or manager, developing a motivational and inspiring culture among your leaders is paramount. Here are some effective strategies to ignite the spark of motivation and inspiration in your business leaders:

Leaders motivate and inspire others to succeed.

Lead by Example

One of the most powerful forms of motivation is leading by example. Demonstrate the qualities you wish to instil in your leaders, such as resilience, determination, and a positive attitude. Your actions will serve as a guiding light for your team, inspiring them to emulate your behaviour and strive for excellence.

Set Clear Goals and Expectations

Clearly defined goals provide a roadmap for success and give your leaders a sense of purpose. Ensure that your business objectives are S.M.A.R.T:

  • Specific
  • Measurable
  • Achievable
  • Relevant
  • Time-bound

By aligning individual and team goals with the principal vision of the company, you can empower your business leaders to focus their efforts and make meaningful contributions.

Offer Ongoing Learning and Development Opportunities

Encourage your business leaders to pursue professional development opportunities and expand their skill sets. Whether it’s attending workshops, enrolling in courses, or seeking mentorship, investing in ongoing learning fosters personal growth and keeps leaders motivated and engaged. Additionally, create a supportive environment where learning from failures is celebrated as a stepping stone to success.

Words to describe a KONA tailored training workshop
Some words from delegates describing one of KONA’s tailored training workshops.

Provide Recognition and Feedback

Acknowledge the achievements and contributions of your business leaders regularly. Whether it’s a simple word of appreciation or a formal recognition program, validation of their efforts reinforces positive behaviour and cultivates a sense of pride and fulfilment. Similarly, constructive feedback offers valuable insights for improvement and demonstrates your commitment to their professional development.

Encourage Teamwork

Emphasize the importance of collaboration and teamwork within your organization. Foster an inclusive culture where diverse perspectives are valued, and ideas are freely exchanged. By promoting a sense of camaraderie and collective ownership, you empower your business leaders to leverage the strengths of their teams and achieve shared goals collaboratively.

Cultivate a Visionary Mindset

Inspire your business leaders to think beyond the status quo and embrace innovation and creativity. Encourage them to challenge conventional thinking, explore new possibilities, and envision bold strategies for growth and transformation. By fostering a visionary mindset, you unleash the potential for groundbreaking ideas and pave the way for future success.

Provide Rewards and Incentives

Offer rewards and incentives that align with the values and aspirations of your business leaders. Whether it’s monetary bonuses, career advancement opportunities, or non-monetary perks like flexible work arrangements or recognition programs, incentivise high performance and motivate them to strive for excellence.

Motivating and inspiring your business leaders is key to driving success in business. By implementing these strategies into your business, you can empower your leaders to unleash their full potential and propel your business to new heights of achievement.

Providing employees with rewards and incentives to strive for success.

Contact KONA today to discuss our tailored Management and Leadership Training Programs.

Call 1300 611 288 or email [email protected]


Importance of Social Media and Online Platforms in Sales

Social media and online platforms may have their negative aspects, but when it comes to modern-day sales, Social Media can play an important role in generating business. From opening the door for allowing business to engage with their customers in real-time, to attracting new customers, influencer advertising and the endless possibilities available through user-friendly mobile apps, the impact Social Media and online platforms have had on sales is undeniable.

Some companies may still be a little wary of following the crowd and diving into social media, but as the old adage goes, “If you can’t beat them, join them”. These days, if you’re not on social media, you almost “don’t exist”.

So, let’s explore the importance of social media and online platforms in sales:

Social media platforms

Reach and Visibility

Social media platforms provide businesses with a vast audience reach.

Platforms like Facebook, Instagram, Twitter, and LinkedIn have millions, if not billions, of active users. This extensive reach allows businesses to connect with potential customers globally.

Targeted Advertising

Social media platforms offer sophisticated targeting options based on, but not limited to:

  • Demographics
  • Interests
  • Behaviours

This enables businesses to tailor their advertisements to specific segments of their target audience, increasing the effectiveness of their marketing efforts.

Social Media meme

Engagement and Interaction

Social media facilitates direct engagement and interaction with customers. Businesses can:

  • Respond to inquiries
  • Address concerns
  • Build relationships with their audience in real-time

This level of interaction creates trust and loyalty, ultimately leading to increased sales.

Social Proof and Recommendations

One of the great things about social media platforms is that they allow users to share their experiences and opinions about products and services. Positive reviews and recommendations from satisfied customers serve as social proof, ultimately influencing others to make purchases.

To find out more about how KONA’s tailored training programs

have helped other businesses, click here.

Data Analytics

Social media and online platforms provide businesses with valuable insights into customer behaviour, preferences, and trends.

By analysing metrics such as engagement rates, click-through rates, and conversion rates, businesses can refine their sales strategies and optimise their marketing efforts, leading to reaching a more targeted audience.

Brand Awareness

Consistent presence on social media helps businesses increase brand awareness and promote brand loyalty.

A staggering 90% of people shop from brands they follow on social media. Further to this, studies have shown that up to 71% of buyers who have had a positive social media experience with a brand will recommend it to their family and friends.

By regularly sharing updates, promotions, and behind-the-scenes content, businesses can keep their audience engaged and top-of-mind, leading to repeat purchases and referrals.

Social media and online platforms play a huge role in modern sales strategies by providing targeted advertising, social proof, data analytics, and so much more.

Companies that effectively leverage these platforms can significantly enhance their sales performance and drive the growth of their business.

Social media for brand awareness

Don’t get left behind in the age of Social Seling.

Contact KONA to discuss how our tailored training programs can help you grow your business.

Call 1300 611 288 or email
[email protected]


Missed Sales Targets – A blessing and a curse  

Missing sales targets can indeed have both positive and negative aspects, like a double-edged sword.  

How a company handles a salesperson missing their targets can significantly impact morale, performance, and the overall success of the sales team. It’s important to strike a balance between holding salespeople accountable for their results and providing them with the support and resources they need to succeed.  

Here is one example of a situation and what we did to fix the issue QUICKLY! 

Meme about missing targets

CASE STUDY – Technology Product Focused Partner Solutions Team  

Initial situation  

  • Sales teams consistently missing target. 
  • Team of ‘product floggers’ rather than ‘business builders’ or solution sales people.  
  • Successful historically, yet needed to demonstrate to partners and suppliers the value that their proposition brought to their businesses.   

What we did …  

  • Refocused sales team on key activities and work preferences (Hunters or Farmers) 
  • Coached all sales team, in the field and in workshops, in ‘Hearts and Minds’ solution selling  
  • skills.  
  • Implemented LSMFT Value Proposition.   
  • Introduced Partner Business Development Programme to drive “sell through”, not just  
  • “sell to”.  
  • Coached the whole leadership team.   

Outcomes …  

  • 12% increase in sales revenues.   
  • Relationship with major distributor became a true ‘strategic partnership’.  
  • Sales team worked closer with their Distribution Partners.  
  • Wider range of products and solutions sold.        

The above is, in our opinion, the best and quickest way to solve the problem. However, if you have time, some other common ways businesses can address missed sales targets can include:  

Regular performance reviews 

The salesperson’s performance can be reviewed to understand why the targets were not met. This may involve examining sales tactics, customer interactions, market conditions, and other relevant factors.  

As a Sales Manager, it’s a good idea to schedule a time each month to meet with each member of your sales team individually to go over their performance, any roadblocks they may be experiencing and any goals they have set. 

Training, coaching and support 

Sales managers may consider engaging with a Sales Trainer to offer additional coaching and support to help the salesperson improve their skills and strategies. This could involve:  

  • providing a tailored training program  
  • guidance on prospecting techniques  
  • assistance in overcoming specific challenges  

Goal adjustment 

In some cases, if the sales targets were unrealistic or circumstances beyond the salesperson’s control impacted their ability to meet them, the targets may be adjusted to be more attainable.  

Accountability 

While support and coaching are important, there is also a level of accountability for the salesperson to take ownership of their performance and actively work towards improvement. This may involve setting clear action plans and timelines for improvement.  

Learning and improvement  

Missing sales targets presents an opportunity for learning and improvement. A good Sales Trainer will encourage Salespeople to analyse what went wrong, identify areas for growth, and adjust their approach to increase their chances of success in the future.  

Hitting sales targets

Positives of missed targets  

On one hand, it can be seen as a blessing because it presents an opportunity for learning and growth. When targets are missed, it prompts a reassessment of strategies and processes, encouraging businesses to identify weaknesses and areas for improvement. This can lead to valuable insights that help refine future sales approaches and ultimately contribute to long-term success. 

Negatives of missed targets  

On the other hand, missing sales targets can be viewed as a curse due to the immediate negative consequences it may bring, such as:  

  • financial losses  
  • damaged morale among sales teams  
  • loss of confidence from stakeholders  

Additionally, it may also signal broader issues within the organisation, such as ineffective marketing strategies, inadequate product offerings, or a lack of alignment between sales and other departments.  

Ultimately, how a company responds to missed sales targets determines whether it becomes a blessing or a curse.  

By adopting a proactive approach, acknowledging shortcomings, and implementing necessary changes, businesses can turn missed targets into opportunities for improvement and future success.  

Missing and succeeding targets

Contact KONA to discuss how we can strengthen and motivate your sales team. 

Call 1300 611 288 or email [email protected]  


When to walk away from a sale

When should a Salesperson walk away from a sale?

I have walked away from many deals in the past and I will continue to do so if it is not the right fit, or it feels wrong. While writing this I’m taken back to the very first time I walked away from a sale, actually, I actively discouraged the person to buy.

I moved back to Ireland from Guernsey in the Channel Islands in the 1990’s and it was the height of a recession. The only thing I was qualified to do was in hospitality and I could not find any employment. So, I took a job in sales, something I thought I would never do. However, this was not any sale job, this was selling life insurance, door to door, commission only. I thought, “welcome to sales”!!!

Back then we went into the office on a Monday, took out the yellow pages and hit the phones to make appointments, 100+ calls a day to get three, maybe four appointments. On one of these appointments my BIG boss came out with me.

So, we met at Michael Mc—– house (a modest terrace home south of Dublin) and the first thing I noticed was that the outside was very unkempt. When Michael greeted us, he was so lovely, and we were given tea and biscuits. On the icebreaking part of the meeting, it transpired that he knew my father and that was the reason he agreed to meet.

The sales pitch began, and we were on fire… I presented the pack brilliantly and it was going so well, and he was “putting pen to paper”, when his son came down the stairs and asked for (I think new school shoes, I can’t remember) and the response from Michael was something along the lines of “make do as we can’t afford to buy new shoes at the moment”.

At this point I took the contract from him and said something along the lines of “Michael, on second thoughts I am not sure that this is the right policy, based on what you told us I will need to go back and do a little more research.” and we left.

I knew that he was over committing and because of the relationship he once had with my father he felt obliged to continue.

When we were outside my boss “ripped into me” with nearly every expletive you can imagine. He said, “You will never make it in sales as you clearly don’t have what it takes, the killer instinct, you have just ripped up £2,000.” At this I told him to shove it and I went back to London.

When to walk away from a sale

As a salesperson, do you know when it’s time to walk away from a sale?

Walking away can be a tough decision, particularly when you’ve invested your time and energy into building a relationship with a prospect. Having said that, there are some situations where it can be the right choice.

Here are 6 common reasons to walk away from a sale as a salesperson:

1. Ethical Concerns

Ethics in sales refers to behaviours that ensure that every customer is treated with respect, fairness, honesty and integrity.

Some common examples of ethical issues in sales include:

  • Selling a product rather than a solution
  • Telling only part of the truth  
  • Lacking accountability

If the product or service you’re selling doesn’t meet the needs of the customer or if it’s not the right fit for them, it’s best to walk away rather than push them to purchase something they don’t need.

2. Unrealistic Demands

If the customer is making demands that your company can’t fulfil or that would compromise your integrity, it’s better to walk away than to promise something you can’t deliver.

Some of the things salespeople should avoid when a customer has unrealistic expectations include: Arguing with the customer, losing your patience, not actively listening, not looking for other options for the customer.

3. Lack of Respect

Occasionally as a salesperson you may encounter a customer who is disrespectful, demanding or who comes across as rude. The old saying “The customer is always right” is not always the case.

If a customer or prospect is disrespectful or abusive toward you, it’s not worth sacrificing your dignity or well-being for a sale, and it’s time to walk away.

Remaining professional when dealing with difficult customers

4. Price Objections

If the customer is solely focused on price and unwilling to see the value in your product or service, it may not be worth your time to continue the sale.

Objections in sales are inevitable, and a tailored Sales Training Program can assist sales teams with effective objection handling techniques that they can utilise when customers raise objections. However, if your customer is only objecting on price, and you have done your best to overcome their objections, it could be in your best interest to walk away from the sale.

5. Unreasonable Expectations

As a salesperson, on occasion you may encounter customers who have unrealistic expectations. For example, they might push for an unrealistic timeline that would require you to cut corners or compromise quality. When this happens, it’s better to walk away than to risk damaging your reputation.

If there’s a significant gap between what the customer expects and what you can realistically deliver, it’s best to be upfront about it and potentially walk away rather than disappoint them later.

6. The Customer cannot see the Value of your Product or Service

It’s the salesperson’s responsibility to show their prospect the value that their product or service will have. If a prospect can’t clearly see value, they will not buy.

When you have made attempts to show your prospect the features, benefits and value of your product or service, and they still aren’t convinced, it could be time to walk away.

A good tip to ensure you are demonstrating value is to reflect on the conversations you have with prospects. This way you can learn from them and improve your value proposition.

Walking away from any sale is never a good feeling. But remember, walking away doesn’t necessarily mean entirely giving up on your customer. It could simply mean postponing the sale until a better fit or solution is found, or referring them to a colleague or competitor who may be better able to meet their needs.

Sometimes as a salesperson it's best to walk away from the sale

Contact KONA today to find out how we can help to strengthen your sales team with a tailored Sales Training Program.

Call 1300 611 288 or email
[email protected]


After 30 + Years I became an Overnight Success

Grinding It Out – the Real Key to Sales Success

I’m sure some of you are sick of hearing me say this but yet again I was called “lucky” and once again I responded: “I work bloody hard to ensure my “luck” because day in and day out I “Grind it out.”

This is the same if I am practicing my Krav Maga or selling, I don’t expect to receive benefits if I have not put in the work.

Grinding it out means consistently putting in the effort day in and day out, which is a fundamental aspect of achieving success in sales. While natural talent and charisma can certainly help, it’s often the dedication to the grind that separates top performers from the rest. Here’s why:

Activity = Results

Persistence Pays Off – “Activity = Results”

The best sales trainers will tell you that sales success doesn’t happen overnight.

It’s about making countless calls, sending numerous emails, and meeting with potential clients regularly.

Each rejection is a step closer to a “yes” and grinding it out means not giving up in the face of setbacks.

Building Relationships

Sales is as much about building relationships as it is about pitching products or services. Consistently showing up, being reliable, and providing value to clients helps to build trust and rapport over time.

Some of the benefits of building strong relationships in sales include:

  • Influencing repeat purchases
  • Developing trust
  • Increased customer loyalty

Continuous Learning

The world of sales is always evolving, with new techniques, technologies, and trends emerging constantly. Those who grind it out are committed to continuously learning and adapting their approach to stay ahead of the curve.

Sales Training can help your team by giving them access to experienced sales trainers who can assist them with learning new skills and refining existing skills, as well as improving their communication and increasing productivity, ultimately leading to an improved overall customer experience.

Resilience and Consistency

Rejection is inevitable in sales, and it can take a toll on morale. Grinding it out requires resilience—the ability to bounce back from setbacks, learn from failures, and keep moving forward.

Consistency breeds success – to be successful in sales, you need consistency rather than occasional bursts of brilliance. It’s about showing up every day, doing the work, and gradually building momentum over time.

Hope is not a sales strategy.

Setting and Achieving Goals

Grinding it out in sales involves setting clear goals and relentlessly pursuing them. Consistent effort is essential for achieving success. Whether it’s:

  • A daily call quota
  • Monthly sales target, or
  • A long-term career objective

Putting in the effort to achieve your goals rather than just setting them and “hoping” for the best can go a long way to being successful in sales.

Remember, “Hope is not a sales strategy”!

Ultimately, while talent and skill certainly play a role in sales success, the real key is the willingness to put in the hard work day after day, even when it’s challenging or discouraging. That’s what separates the top performers from the rest of the pack.

Quote about success from Ray Kroc.

Contact KONA today to discuss how we can help your sales team achieve success through our tailored Sales Training Programs.

Call 1300 611 288 or email
[email protected]


The “No BS” Way to Train Salespeople

For a Sales Trainer to Train salespeople in a “no BS” way, they require a straightforward and results-driven methodology, that addresses the challenges and dynamics of sales in the real world.

Out in the field, there is not always a “manual” to refer to, and every customer is different. With many “off the shelf, by the book” training programs, all of the hard work and learnings can be forgotten by your team shortly after.

So, how can your sales trainer provide your sales team with the tools they need to make it in real world selling situations?

The answer is simple – focus on Sales Training Techniques that will stick.

KONA Sales Training Workshop
A KONA Sales Training Workshop

Effective Sales Training

An effective sales training program can make a huge difference when it comes to the morale and performance of your sales team, as well as motivating salespeople and sales managers to get out of their comfort zone.

What are the benefits that come with an effective Sales Training Program?

Productivity

Increasing your sales team’s confidence can result in better productivity as well as allowing staff to make important decisions without the constant guidance of their manager.

Sales training can also offer insight into automating sales processes to free up more of your team’s time.

Teamwork

Effective sales training can bring your team together, encourage collaboration, as well as creating a more positive work environment. Improving staff morale and creating a sense of community among staff members can also improve sales performance.


Staff and Customer satisfaction

Training equips salespeople with useful skills and knowledge that can improve their interactions with customers. This can then lead to greater customer satisfaction. When more customers are satisfied with the service they receive, salespeople are more likely to feel happy and fulfilled at work.

Communication skills

Both Salespeople and Sales Managers can learn and develop new skills from an effective sales training program. Sales training can improve everyone’s ability to think on their feet and make efficient decisions.

The characteristics of a good vs. bad salesperson.

Use success stories to train and motivate

A great way to motivate salespeople, especially those who are relatively new to the field, is to use storytelling as part of your training program.

The best sales training programs will include Success stories from senior salespeople or trainers. They can be inspirational and entertaining, and they are more likely to leave a memorable, lasting impression on a sales team.

Most effective are stories and case studies that show examples of what did and didn’t work in different scenarios, and those that showcase the entire sales process, from initial enquiry to closing.

Statistics can also be a useful tool when training and motivating a sales team. 

Once you have told the success story and the outcome, you can break down the process into steps that the team can replicate and try with their own sales.

Offer Training Refreshers

An important aspect of training that is often neglected is offering training refreshers.

Even after the most successful training programs, it’s easy for teams to forget what they have learned when they are back on the front line.

The best sales trainers will create smaller snippets of the training for refreshers that can help align with our brain’s natural capability to recall and retain information.

How often employees want training vs. how often employers deliver training

Sales Coaching

Sales coaching after training can make a big impact on your sales team and will improve retention rates following the training they have received.

Some of the benefits of coaching your sales team after training include:

  • Improved performance
  • Better customer-relationships
  • Improved sales productivity
  • Increased staff-retention
  • Increased skill development

One of your sales team’s main objectives should be to learn how to apply new techniques, make changes where necessary and measure their results.

To get the most out of a Sales Training program, you need to give your salespeople the right tools, and most importantly, lead by example.

Contact KONA to discuss how we can tailor a Sales Training Program to your Sales Team!

Call 1300 611 288 or email [email protected]