Around most Australian cities, it is becoming almost commonplace to notice a myriad of ‘for lease’ buildings from wound-up companies. In fact, according to the Australian Bureau of Statistics, more than 60 percent of businesses wind up within the first three years of launching.
Most typical reasons given for these failures range from inadequate Strategy Execution; Strong ‘Technical’ Expertise but weak Business and People Management capability; and Poor Financial Management, Cash Flow and Debt Collection.
However, the mantra of (profitable) Sales Cures All Ills is often overlooked as the connection between poor attitudes to the sales profession; poor sales processes, accountability and skills and the poor performance of any sales team or organisation are directly linked to the organisations success or failure.
Having the best product, systems, offices, marketing and back office is no guarantee of success if your salespeople are below budget!
Sales Capability will help you win customers, increase revenue and drive profit, and developing Professional Sales Skills through Australian Sales training and coaching is crucial at any stage of your organisation’s growth, regardless of how long you have been in business.
The KONA Group have been working with organisations for over 16 years and far too often find that Australian business leaders, managers, engineers and sales teams, are not in the habit of recognising people in the sales industry, as they would in other industries such as the sports or entertainment industry. In fact, in many ways the sales profession is often seen as being of secondary importance or “not a real job.”
In the US, it is not uncommon to hear of names of ‘super sales people’ spoken with respect including David Ogilvy the legendary sales and advertising icon; Mary Kay Ash, who pioneered the use of sales incentives and still has one of the most highly sold cosmetic products in the world; Joe Girard, who at one time was in the Guinness Book of World Records as the greatest salesperson in the world.
While names like Stephen Covey, Jim Collins, Dale Carnegie, and Anthony Robbins are well renowned salespeople who went on to become some of the world’s most recognised motivational speakers and successful Sales Management Trainers, Australia also has a lot of very successful salespeople.
So putting the ‘tall poppy’ attitude to one side for a moment, here are 3 of Australia’s greatest salespeople and their tips for Sales Success:
Alan Bond: The “quintessential Aussie entrepreneur” known as a “super salesman and champion borrower”.
Many of his famous characteristics include “a daring and determined risk taker who could walk into any bank in the world and receive a hearing” and “sell dreams to bankers.”
Though Bond was said to be dyslexic, he was certainly a salesman with talent, who after many failed businesses, would later find where his true talent laid – in real estate sales.
He wasn’t perfect and is remembered for different things — good and bad.
However, quotes that mark his remarkable life that salespeople can learn from include:
“I really believe you only regret the things you don’t do.” …”take risks” and “never, never give in.”
Tim Shaw: Tim Shaw is known as Australia’s most successful television salesman who rose to prominence selling Dementel steak knives on TV in the 1990s.
Tim is known for his “natural ability to convince an audience of the value, benefit and effectiveness of a product or service and does it with a brilliant smile.”
Shaw authored his first book ‘Best Seller – Tim Shaw’s Sales Success Secrets” which became a bestseller in 1995. Through his many appearances on commercial TV, he has sold more than $100 million worth of product branding marking him Australia’s most effective sales presenter, host and communicator.
His sales success secret: “The key to building the prosperous relationship you want with your customers is trust. To build that trust the customer needs to be understood and what motivates them.
Each person is different so your response to them needs to be tailored to how they see the world because once you understand what motivates your customers you can meet their needs and wants.”
Naomi Simson is an Australian entrepreneur, who established RedBalloon — the online experiential gifting retailer which launched at a time when no one trusted the internet.
She has since received huge returns, as well as bagged several high profile awards including Ernst and Young Entrepreneur of the Year 2011, and ranking in the Top 50 Employers by Business Review Weekly Australia. More recently she has become widely recognised as one of the 5 ‘Sharks’ on Channel 10’s Shark Tank, Australia’s version of Dragon’s Den.
Naomi is huge on persistence and audaciousness and in relating her sales experience she said:
“It was almost three months before RedBalloon made its first sale………. so focus on the 4 Ps of Sales Leadership – People, Purpose, Passion and Persistence.”
The KONA Group is Australia’s Leading Sales and Sales Management Training and Coaching company and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & Coaching, Negotiation Skills Training & Coaching, Motivational Speakers, and more.
So if you are looking to increase the effectiveness and results of your sales team, contact Tim today on 1300 611 288 or email: firstname.lastname@example.org to discuss how we can help you to improve your organisation’s results