The Sales Strategist in Melbourne, Victoria, Australia | Consultation agency

The Sales Strategist

Locality: Melbourne, Victoria, Australia

Phone: +61 3 9982 4403

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25.01.2022 In 48 hours my free and virtual event "selling in uncertain times" goes LIVE. Join me, Thursday 11.30am, still a few spots left. Pre Register by clicking the link. Register in advance for this special event: https://us02web.zoom.us//tZItcOyhqDktGNyN_7E_n2zIyk0cPDQg5

25.01.2022 I was shocked when i did some research as to how much companies are spending on lead generation, compared to how much they spend on lead conversion. Check out my latest blog https://thesalesstrategist.com.au/lead-conversion-not-lead/

25.01.2022 When a client asks "whats the price" and you answer, chances are you will get one of two responses, fight or flight. The deal becomes a transaction and they "fight" you to get a better deal on price or terms, OR they vanish . Neither a desirable outcome. Over thirty six years in sales I have never used price to win a deal.... In fact i have closed million dollar deals without price being more than a detail before the contract is signed. Now more than ever the ability to frame the sales discussion and maintain control is more important than ever. And it starts by telling them up front what its going to cost and the mindset is simple, More that you want to pay, but less than i want to charge.

25.01.2022 If you are not daring to fail you are not daring to succeed. 2018 was a year of transformation for my business and my professional career. As soon as i stopped resisting i could see clearly the gifts that the universe was putting in my path and it is a journey that has transformed my life.... I now look back on a challenging time with nothing but gratitude and would do it all again to be where i am today. The most powerful version of myself on a mission to inspire the world into heart based selling.

24.01.2022 In challenging times sales can be hard to come by. Conversion rates go down, sales pipelines start to empty and when you do get a buyer it becomes a negotiation. After 36 years in sales it has never always gone to plan and sometimes i have felt like the little guy in the photo. I get it.... If you feel like this the Sales Strategist is here for you with a number of ways you can engage and learn . There is free daily content on all social media channels, our web site has two new blogs go up weekly and i also have free 15 minute "lets talk sales" appointments available to businesses effected by current market conditions. And that is 71% of Australian business. Reach out any time . From my sales heart to yours.

24.01.2022 The critical role of status in the sales process .

24.01.2022 I wake at 5 am every morning inspired by my mission. Nothing motivates me like talking with and helping business owners see through their fears and insecurities when it comes to selling and see the spark of realisation when they see that they are indeed "the prize" When they become aware as Dr John Demartini says 'that they have been playing insignificant when they are designed to be magnificent'.... When you are inspired by what you do you can do amazing things.. What inspires you?

23.01.2022 The final Sales Cardio event for 2020 is about to kick off. Super pumped be be able to help business owners increase sales, revenue and profits !

23.01.2022 ‘It is your obligation as a business to avoid uncertainty in the eyes of the buyer. Uncertainty = low status = transactional = I will get back to you If you stood back and watched behaviours during the global pandemic you would have seen uncertain buyers engaging with uncertain sellers. Fearful buyers with fearful sellers. Creating uncertainty and fear.... In sales uncertainty and fear was not a by-product of the pandemic, it is present in most transactions it was just more obvious. Have you ever been buying something significant and you said to the sales person ‘hey lets just go ahead, where do I sign up’? We all would have and the reason? Most likely it was the certainty. Certainty that the business you were talking with understood your pain or problem and you knew without any doubt you were in the right place, the sales person had your back, you were at ease. This is where your business can be if you can create this same certainty to your buyers, every time you engage. Download our free ebook 6 high impact sales strategies for tips on this, and other strategies that work. https://thesalesstrategist.com.au/highimpact/

23.01.2022 This photo was taken In the final 250 metres of the semi final of the Mens LW4- in 1986 .. our bodies are screaming at us to stop, lungs are on fire, lactic acid overload, legs and arms burning the only thing that will get us into the final is our mental strength to over-ride what our bodies are telling us. And if you look at the technique of the crew, despite all this, it is pretty bloody good but are we thinking about it or are we more focused on drawing out next breath, f...ighting the pain and desire to stop? Our bodies are on auto-pilot. all the years or training have meant it is natural, we don't have to think about it. And it is the same in sales.. When you are under pressure, when the deal is there to be won do you fold? Or does your training, your highest level of ingrained learning and skill take over? You are on autopilot, the words that are coming out require no thought.? Sales just like sporting competition at any level requires repetition to increase your skills, to build your technique, refine your process so that you give yourself every chance of success. Do not take your sales pitch for granted... What are you doing to increase your highest level of ingrained learning? (For those interested i am stroking the NZ crew, and we did make the final)

22.01.2022 The world is changing and if your sales have been impacted i can help. I have opened up a limited number of FREE 15 minutes sales fit strategy calls to help businesses make sales now and if you are locked down completely, techniques to advance buyers through your pipeline for when you open again. Book you call here https://thesalesstrategist.com.au/pre-qualify/

22.01.2022 Businesses around the world are selling in uncertain times. Not exactly a news flash right? What you will find interesting is that i have identified a bigger threat to business survival than current economic conditions, it has been building for years, decades in fact. Identifying it and acting on it will be the difference between business prosperity and an uncertain future in the new world in which we live.... Its not a feeling, its not some play on words, it is real. I have proof. This Thursday i will share with you what it is. Pre register for this special event. When: Sep 10, 2020 11:30 AM Canberra, Melbourne, Sydney CLICK HERE to Register in advance. https://us02web.zoom.us//tZItcOyhqDktGNyN_7E_n2zIyk0cPDQg5

21.01.2022 FOR THE FIRST TIME the Sales Strategist is going LIVE, FREE and VIRTUAL with a forty five minute special event "selling in uncertain times" This invitation is open to businesses owners and your teams, sales professionals and CEOs or anyone that sells for a living. There are challenges ahead that may have more effect on business than a global pandemic, Martin will share these with you.... He will also arm you with some sales tools that you can implement in your business the moment the event finishes which will help improve conversion rates and enable you to communicate effectively with a 2020 buyer. And in a way that does not end up in a price negotiation. Register here by clicking the link. You are invited to a Zoom special event When: Sep 10, 2020 11:30 AM Canberra, Melbourne, Sydney Register in advance for this meeting: https://us02web.zoom.us//tZItcOyhqDktGNyN_7E_n2zIyk0cPDQg5

20.01.2022 Yesterday I was joined by the team at Visa and Citizenship Lawyers at an exclusive Sales Cardio event. Despite the smiles these guys operate in a high pressure high stakes environment. Their clients can be in a state of high emotion as the Visa process is not easy, applications can be rejected and if the application is done incorrectly can have long lasting ramifications.... So how to you sell when the stakes are high? How do you reduce the stress and anxiety of your customer when there is no guarantee of an outcome? By establishing your status early in the conversation as someone worth paying attention to. By creating certainty that despite the process being challenging and full of legalities and processes, that for the team at V&C Lawyers it is easy. They have done this thousands of times before and know what a perfect application looks like. And while no application is guaranteed what they can guarantee is when the application is reviewed, based on their expertise and experience it has the best chance of success. Enjoyed helping with your scripting and look forward to perfecting it over the next thirty days.

20.01.2022 OMG you wont believe it... Sales Santa visited the sales workshop yesterday .. Check out his fun Xmas message to the business owners of the world. And Merry Xmas everyone..

20.01.2022 Ever hear "I am interested" from a potential client only to get crickets when you reach out? This is why.

20.01.2022 The amazing team at FORGE LEGAL are the first company to complete the new Sales Heart Starter program. Over the past thirty days the team committed to understanding and embracing the concepts of heart based selling and putting it into practice. Been awesome working with you all, now its time to implement and increase sales conversions and select clients that are a great fit for you.

19.01.2022 This weeks question is about wholesale discounts.

19.01.2022 The Heart Starter workshop for the team at Dara Switchboards was awesome. Now we work together for another thirty days to put the learnings into practice which will improve lead conversions and reduce sales conversations that focus on price.

19.01.2022 Business owners, Managers and CEOs you likely have quite a rigorous process for employing new talent into your business. They send in a resume, you conduct reference checks, you interview them on multiple occasions to make sure they are a great fit and then you offer them a job. And even then you have a prohbation period.... So why dont most business have a client selection process as a bad client can be equally as destructive to culture and values as an underperforming staff member. And would you ever sack a client ? Have you?

18.01.2022 Right now lead CONVERSION is more important than ever. Sales people and companies that know how to talk with the buyer without firing the fight or flight response are closing deals. Are you ?

18.01.2022 Got to spend time with the teams at Shepparton Building Supplies (Vic) and Performance Autos (WA) on this weeks Sales Heart Starter Workshop. The start of thirty days together as we work on increasing conversion rates and reducing sales discussions that focus on price.

17.01.2022 Fear and desire are two powerful emotions. Exhibit them and you will show up as needy which hands control of the process to the buyer. Result? They will screw you for a better price, or terms, sometimes both.

17.01.2022 One of the most powerful tools you can use in the sales process is empathy. A series of questions which is all about your buyer that shows you understand, that just for a moment you are standing in their shoes.

17.01.2022 The Live and virtual experience of a Sales Strategist workshop is just the start of our time together as we work with you and your team for 30 days post event to help you nail your process and your pitch. If you are committed to increasing sales conversions and reducing sales conversations that focus on price, we are too. Actions speak louder than words.

16.01.2022 Many Australian businesses are facing an uncertain future but the one thing you can be certain of is our world and the way we conduct business has changed forever. Including how our clients make purchasing decisions. Businesses that understand how buyers buy will be the market leaders of tomorrow.... As for the rest ... Uncertainty.

15.01.2022 As business owners we all have a selection process for employing our team mates yet very few have one for clients. This is an essential part of the sales journey as you quickly identify if the client will be a good fit for your business. You have a clearly defined framework that the client can engage with you in and this creates certainty for the client. That you are a professional, you have status, that you have done it before, and you are choosy as to who you work with.... You now have the basis for a successful client relationship and the ability to hold them accountable if they do not do what they have agreed too.

14.01.2022 USE THESE 30 WORDS to increase sales and eliminate sales discussions that focus on price

13.01.2022 A majority of Australian businesses are struggling. The world in which we do business has changed as has the way our clients make purchasing decisions. The business landscape will look significantly different in the coming months and years and those that embrace the reality that this will also impact how buyers buy will be the future market leaders.

13.01.2022 41% of Australian businesses have reported a fall in revenue of more than 50%. Times are uncertain for many. I have been through two global recessions in 1987 and again in 2008, I know how to sell in uncertain times. What is the one question you would like answered that you feel would make an impact right now, today on your ability to make a sale and keep the revenue flowing?... List it in the comments box, all questions will be answered. From my sales heart to yours, Martin.

12.01.2022 The way we sell has changed forever with virtual meetings and how you conduct them standard practice. But are you truly embracing this new age of selling? Here are a few tips.

11.01.2022 In times of uncertainty if you add to the buyers sense of un-ease by turning the sales discussion into a transaction, the outcome is a foregone conclusion. Apply this simple technique in your sales process.

10.01.2022 How to set great KPI's Key performance indicators are essential for high performing sales teams

10.01.2022 In tough times there is ALWAYS a way to make a sale or advance a lead further into your sales funnel. I have cleared some times for business who need some support an i encourage you to take advantage of these free 15 minute slots. Visit the website and click "lets talk sales" or, easier still, click this link :-) ... https://thesalesstrategist.com.au/pre-qualify/

09.01.2022 Sales people would surely be the biggest professional group in the world with over 10% of us engaged in sales. Its an impressive number. Let me give you another number 0 (Nil, Zilch, Nada, Zero)... That is how many professional qualifications are available to the sales industry around the world. There are no degrees in sales, bachelors of persuasion, masters of the pitch. So while the buyers evolve the sales industry is stuck doing what it has for the past 20 years.. so the buyer has all the power and post Covid if you think things were competitive before.. The truth of it is that businesses who can communicate with a 2020 buyer and create certainty in the buyers mind that they are in the right place, if businesses stop features and benefits selling and make the process about the buyer. They will be the ones who are the market leaders of tomorrow. And for the rest .. uncertainty

08.01.2022 Prospecting is the key to sales, its not glamorous, but it will keep your business alive in challenging times.

07.01.2022 You ask, I answer. Each week i will answer a sales question posed by you. If you have a question you would like answered comment below. This weeks question is from Jeremy Marriot of Performance Autos in Perth.

06.01.2022 And right now the stakes for most businesses could not be higher as the negative impacts of lock-downs are hitting over 71% of you. Sales for most are hard to come by and when you do get the opportunity to pitch it turns into a transaction. Price..... Terms.. Sounds interesting.. I will get back to you .. There has never been a better time than right now to work on your sales pitch so you maintain control and it does not turn in to a transaction.

06.01.2022 I often say that most business owners would prefer to clean the toilet than sell . Give me an ice cold lead any day

06.01.2022 The Sales Cardio Workshop is limited to ten for maximum impact. The thirty day follow up is for maximum results.

06.01.2022 Being interviewed by Phil and Christy of Access Nation in North America this morning in regards to some sales advice to kick start businesses in 2021. Access Nation is North Americas leading podcast which targets the equipment rental market. Fun as always Phil and Christy.

05.01.2022 Sure you can blame low conversion rates on global conditions, thats easy to understand. OR you can make the conscious choice to covert as many leads as you can by understanding that selling in uncertain times requires a different approach. I know how.

04.01.2022 The incredible team at Bell and Brunt have this morning completed the Sales Heart Starter workshop and 30 day facilitation programme and embody the spirit of Heart Based Selling. Great to have been part of your team for the past 30 days.

04.01.2022 High impact sales strategy 1 Develop the mindset of the prize frame One of the biggest issues I see that restricts sales in small to medium sized business is mindset and understanding the prize frame will have an immediate positive impact. It will immediately (once you have downloaded and read the e-book) increase your lead conversion rate, reduce sales discussions that focus on price and attract higher quality buyers.... Sellers generally supplicate to the buyer because the buyer has the money, the power to sign a purchase order or a letter of intent. And to ‘win’ the business we do what the buyer wants right? Not if you understand the prize frame. To discover more about the prize frame and other high impact sales strategies download FREE our e-book 6 High Impact Sales Strategies. Here is the link. https://thesalesstrategist.com.au/ebook-landing-page/ #smallbusinessowner #entrepreneur #smallbusiness #leadconversion #salestips #thesalesstrategist #Heartbasedselling

03.01.2022 Our popular Sales Cardio event dates for the first quarter of 2021 have been announced. Sales Cardio events are a sales facilitation workshop which gives you all the tools to be able to engage with a 2020s buyer without the conversation turning into a price negotiation. These events also include a live 14 and 28 day follow up zoom call to check your progress, provide clarification and help close those deals that you just cant get over the line.... For more details give us a call on 03 9982 4403 or book a free 15 minute strategy call on the link https://TheSalesStrategist.as.me/letstalksales

03.01.2022 Yesterday I was joined by fifty business owners, sales managers and sales professionals from around the world at our first "Selling in uncertain times" event. For those who attended you now have an insight into the future, a future that looks grim if you cannot create certainty in the minds of your buyer. NOW ITS TIME TO TAKE ACTION - not tomorrow, not next week, NOW.... Implement what you learnt If you do not have one - establish a sales process If you do - Modify it, test and measure Start framing your conversations Start investing in lead conversion as well as lead generation Use Zoom effectively and embrace this new era Start selecting buyers who are a good fit Stop supplicating on price Get prospecting You all saw what impact a small and achievable 2% improvement in your lead conversion rate can have a major impact on revenue. You got this From my sales heart to yours - Martin

03.01.2022 Merry Xmas from Sales Santa coming to you from the Sales workshop. This festive season I ask you all to think about giving your business the gift of sales in 2021. Pick up a sales book , consume some free online content, research effective selling techniques, check out courses or events for you and your team, list down the sales challenges you want to work on next year.... Try out a bunch of different content and see what resonates for you. And in 2021 take action on increasing sales in your business. Here are a few people worth checking out: Oren Klaff Daniel Pink Chris Voss Jeb Blount Tom Hopkins Brian Tracey From my sales heart to yours Merry Xmas everyone Martin

02.01.2022 I know what you are thinking! Who the hell is he kidding, selling is not easy its hard, I would prefer to clean the toilets. I ask you just for a moment to suspend all disbelief and imagine that selling WAS easy, that you had buyers closing your deals to you. Your buyers were not constantly trying to negotiate with you on price and you were selecting the best clients that you wanted to deal with.... Feels good right? The first step to making sales easy is to join me at a Sales Cardio workshop where you will learn simple and easy to implement processes that will get you engaging with buyers and developing a love for sales. A process that is effective and fun. #Heartbasedselling #thesalesstrategist #smallbusinessowner #entrepreneur #smallbusiness #leadconversion

02.01.2022 We all need inspiration so why not be the source that inspires buyers to become clients and clients to become friends !

02.01.2022 This special one off event will provide insight for business owners , managers and sales people on how to approach a sales interaction in times of uncertainty. How to increase lead conversion rates and improve profit numbers right now. Click HERE to register for this zoom special event.... https://us02web.zoom.us//tZItcOyhqDktGNyN_7E_n2zIyk0cPDQg5 Thursday September 10th, 11.30 am EST.

01.01.2022 Selling does not need to be challenging or uncomfortable in fact it can be quite the opposite, fun and engaging. Sales Cardio event dates for the first quarter of 2021 will be posted next week. Imagine the impact.... #thesalesstrategist #Heartbasedselling #smallbusinessowner #entrepreneur #business #sales

01.01.2022 This week I answer a question about appointing independent factory sales reps.