A couple of weeks ago Peter Irvine and Myself were invited to share our thoughts on Marketing with Peter Switzer on Sky Business TV

Click here to watch this 12 minute interview

 

If there’s more than one way to skin a rabbit, there’s more than one way to close a deal. I put forward some techniques you may not have considered — they’ve worked for me, they may work for you. If you’re dealing with an analytical type, try the “for and against” technique, setting out the pros and cons of your offer. If you’ve got it right, they’ll choose the “for” rather than the “against”. If you’re getting nowhere, give up. Then ask the prospect why they wouldn’t buy. With the pressure off, they’re more likely to tell the truth. That gives you room to move.

Click on the play button below to listen to this interview we did with Australia’s leading business audio magazine “Business Essentials” in November 2009

The following Video stream come from Business Essentials.To take advantage of their $5 trial go to the website www.be.com.au and follow the links to their store.

If there’s more than one way to skin a rabbit, there’s more than one way to close a deal. I put forward some techniques you may not have considered — they’ve worked for me, they may work for you. If you’re dealing with an analytical type, try the “for and against” technique, setting out the pros and cons of your offer. If you’ve got it right, they’ll choose the “for” rather than the “against”. If you’re getting nowhere, give up. Then ask the prospect why they wouldn’t buy. With the pressure off, they’re more likely to tell the truth. That gives you room to move.

 Click on the play button below to listen to this interview we did with Australia’s leading business audio magazine “Business Essentials” in November 2009 .

The following Audio stream come from Business Essentials.To take advantage of their $5 trial go to the website www.be.com.au and follow the links to their store

 

 

 

THE GOOD OL’ DAYS! Don’t we all wish we could go back to a time when things were so simple? We had so much time, Sundays were spent with the family down at the beach instead of in a shopping centre looking for a car spot. Remember when we used to go down to the corner shop and order ourselves a hamburger with the works and a huge serving of chips? 

This was also a time when the local butcher shop was an integral part of the community, with some of the butchers out the front of their stores loudly spruiking the daily specials to the crowd of shoppers.

Click here to read the rest of this article we wrote for My Business Magazine

Assembling a “dream team” sales force is not as difficult as you may at first think. We’ve known of businesses reaching great heights through the salesmanship of only a few sales guns!

Before creating a “dream team” you need to have at least one exceptional salesperson you can model. Whether this person is the company founder (if sales savvy) or a senior leader, there must be a working best-practice sales process you can model and replicate.

Once you have a high performing salesperson to model: their core characteristics, behaviours and activities, then form the blueprint (DNA) of your “dream team”. Keeping in mind that it’s okay to have varying personalities in the same team, this enables your team to demonstrate versatility and engage a diverse customer base. You don’t need to ‘literally’ clone sales team members to replicate successfully, but they must all have at the very least, what I call, the C-FACTOR.

 Charisma & Confidence: Personality is paramount in sales. The energy and enthusiasm you demonstrate towards your customers is very important. Equally so, is your ability to positively connect with and engage people and make them feel important. There is a lot to be said for confidence in any area of life. In sales, if you’re not confident you will struggle to manifest the most important element in sales: trust. Customers will sense (and fear) your lack of confidence in either your own selling ability or in what you are selling. When your customers feel fear this makes it almost impossible to build their trust and lead them successfully through your sales process.

Commonality & Cohesion: We naturally sell to and buy from people we like or share a likeness with. The old cliché “People buy from friends – not salespeople”, is so true. We naturally trust people that validate who we are, (ie. our beliefs, values and opinions.) And we go to great lengths to surround ourselves with liked-minded people; this also includes salespeople. The most successful sales teams we’ve been involved with share their ideas and opinions constructively and work towards common goals.

Competence & Commitment: You have to know your stuff. Invariably, competence derives from taking a genuine interest in what you are doing and a commitment to stick with it long enough until you’re good at it, more so, great at it! You can look the part and talk it up with the best of them, but if you consistently let people down and drop the ball, it’s only a matter of time before your incompetence catches-up with you.

 Successful sales teams can have different personalities and opinions and even contrasting communication styles – but they all must have the C-FACTOR. Each salesperson should also align with and live by a core set of values. This makes setting-up and developing the right sales culture critical, particularly when creating a “dream team” sales force.

This article supplied by Icon Business Solutions of which Tony Gattari is a Global Business advisor

SUNDAY MORNING’S small business show on Australian TV sometimes gives examples of how some retailers have hit a wall after years in operation. On one morning’s show, one of the business specialists, whose job it was to help the featured business improve their tired branding, determined that it was  time for a marketing revamp. 

• In came the graphic designers.

• In came the website developers.

• In came the image consultants.

Then after a couple of commercial breaks the results were revealed. The retailer had a new logo, complete with new colour scheme.

To read the rest of this article which appeared in the October 2009 edition of “My Business ” magazine click here

A simple recipe for success in business is to reduce the cost of customer acquisition and extend the “life” of your existing customers. And the trick, in this economic climate, is to generate leads at low cost. I have some advice on how to do that, using referrals, networking, word of mouth, direct mail – and plain old-fashioned hard work!

 Click on the play button below to listen to this interview we did with Australia’s leading business audio magazine “Business Essentials” in October 2009 .

The following Audio stream come from Business Essentials.To take advantage of their $5 trial go to the website www.be.com.au and follow the links to their store

A simple recipe for success in business is to reduce the cost of customer acquisition and extend the “life” of your existing customers.  And the trick, in this economic climate, is to generate leads at low cost. I have some advice on how to do that, using referrals, networking, word of mouth, direct mail – and plain old-fashioned hard work!

Click on the play button below to listen to this interview we did with Australia’s leading business audio magazine “Business Essentials” in October 2009

 

The following Video stream come from Business Essentials.To take advantage of their $5 trial go to the website www.be.com.au and follow the links to their store

In this special blue couch interview episode Dale Beaumont is ( author of 16 best selling books) is joined again by Tony Gattari. They go through tips and strategies to turn your book into a seminar. They go into the difference between keynotes and workshops and the best way to tackle them.

To view this video click on the play button below

Business Success (available March 2010) draws upon my real-life business experience , as head of Harvey Norman’s Computer & Communications Division  overseeing the growth of the division from $12 million to $565 million in revenue in just nine years. Based on this experience and having also worked as a business advisor and trainer to over 130 businesses worldwide, I bring together in this book an understanding of the principles, strategies and tactics that underpin the success of any thriving business.

Written for both new and experienced business owners and their teams, this book highlights ways to massively improve cash flow, reduce the amount of time the owner has to work in the business, improve teamwork and significantly increase profits. 

 

This hard-hitting, no nonsense book is a must read for any person in business. You will be challenged and taught to introduce low-cost, proven tactics that get results!

Click here to learn more and preorder your copy.