Sales Ethos in Chadstone, Victoria, Australia | Consultation agency

Sales Ethos

Locality: Chadstone, Victoria, Australia

Phone: +61 1300 974 377

Address: Level 2, UL40, 1341 Dandenong Road 3148 Chadstone, VIC, Australia

Website: http://www.salesethos.com.au

Likes: 129

Add/Update information

Reviews

Tags

• Consultation agency

24.01.2022 In #sales, should we put our interests or our clients' first? If so, wouldn't that mean our businesses would become unprofitable? While counter-intuitive, putting others first is actually in our own best interests. It positions us as being trustworthy, and others-oriented. It sets up negotiations for a win-win. What are some ways you put your clients' interests first?... Ben Lai - Director & Sales Trainer, Sales Ethos #ethicalsales #salestraining

23.01.2022 Here are some benefits of giving "benefit of the doubt" in #sales. You will: - Reduce your own stress - De-personalise "rejection"... - Maximise your chances of getting through to decision makers Whenever a prospect doesnt respond to communications, even for weeks, assume that they are simply inundated with other work. The alternative is to believe that they are avoiding your calls. This will increase your anxiety and cause you to give up approaching them. If you are approaching with the intent of giving value, which do you think is closer to reality? In my personal experience, 90% of the time prospects dont reply because they are just busy with other priorities. When they eventually do reply (after 4-5 attempts on my part), they are THANKFUL that I have followed up. Remember, I said that you have to have good intent - simply badgering people because you want to make target will flip the ratio on its head! Do you believe in giving prospects the benefit of the doubt? #salestraining #ethicalsales

23.01.2022 In English, we only have one word to describe the many facets of "love." There is no literary distinction between loving ice-cream or loving your husband/wife. In the ancient Greek language however, they had 6. For example, "Phileo" is love between friends. "Eros" is love between romantic partners. The most profound of them all however, is "Agape" (pronounced Ah-Gah-Peh). Agape is selfless love. It sacrifices itself for the good of others. It is not a feeling, but a verb. App...lying this version of love to your relationships can be truly transformative. How does this apply to #sales? Sales professionals are constantly making sacrifices. Its part of the job. We: - Sacrifice our comfort by pushing ourselves to achieve - Risk rejection when initiating sales conversations - Put aside our personal agenda to put clients first What does loving others in sales mean to you? #ethicalsales #salestraining

23.01.2022 Take note #sales professionals; I know I have used a few of these annoying email phrases in the past! As professional wordsmiths, we must pay close attention to the effect our language has on people. How would you re-word these annoying phrases?... - per my last email - just checking in - moving forward - thanks in advance #ethicalsales #salestraining

22.01.2022 On top of the healthcare and economical crisis that we are now facing , we have a #mentalhealth crisis. More people are suffering from #depression and #anxiety as a result of current events. Therefore, Im #fundraising for an organization called Beyond Blue, who supports people suffering from depression and anxiety. I have created an online course called "Emotional Management for #Sales Professionals." The principles will apply to anyone in any profession, but was just made w...ith them in mind. In this course, what you will learn: - The nature of our emotions. With understanding comes mastery. - Strategies for dealing with negative emotions like depression, anxiety, and self-doubt. - How to increase your personal happiness, no matter your circumstances. 100% of profits will be donated to Beyond Blue I hope you will partner with me in helping those who are going through difficult times; and at the same time learn something for yourself for emotional management. See the link in the comments for course previews and signup

22.01.2022 Make a #sale, make a difference! How convicted are you in the value of your product? What difference does it make in the lives of others? If you were to stop selling your product, would anyone miss you? The biggest sale is to yourself. The more convinced you are of your products value to your clients, the more persuasive and resilient you will be.... What difference does your product make for your clients? #ethicalsales #salestraining

21.01.2022 Last chance to book yourself in for my upcoming #salestraining event in Chadstone, Melbourne! At this workshop you will learn how to: - Negotiate win-win deals without compromising on price - Position yourself powerfully for a more level negotiation playing field... - Gain commitment from prospects and prevent stalling The workshop is this Fri 6th Dec. Click the link below for details and tickets!

21.01.2022 Sales professionals, watch this for encouragement amidst the current economic crisis.

20.01.2022 Can a person succeed in #sales without a natural talent for it? Absolutely. Im living evidence of that. Nearly every sales professional I speak to has a similar story. Initially, they were terrible at it. However, they stuck to their guns, did the hard work, and then succeeded. The real question is not whether they CAN, but whether they SHOULD. Sales is a tough profession. A person needs to have or develop a willingness to sacrifice comfort. They need to have a strong purpos...e to motivate them. Do you have people in your sales team you feel can succeed, but just wont? #salesmanagement #salestraining #ethicalsales

20.01.2022 Client success story: Sam from Emporio Coffee Prior to our engagement, 10% of his sales approaches to cafes were converting into sit-down meetings. Thats a lot of work for a single meeting! Over a period of three months, we worked on Sams #sales approach. We changed it to one that is client-centric and focused on issues that cafe owners cared about.... The result? 50% of his approaches are now turning into meetings. Thats a 5X improvement! Unsurprisingly, Sam has also closed a few deals in the short timeframe. The pipeline is looking healthy as well. Big thanks to Sam for being a great student, and demonstrating that #ethicalsales is indeed the path to long-term sales success. Feel free to contact me if youd like to increase your sales conversion rates!

19.01.2022 I have always loved BNIs tagline "Givers Gain." It succinctly communicates that those who have a mindset of giving value to others will ultimately be the winners in business. Businesses that focus on giving clients happiness gain their loyalty and referrals.... Managers that give employees a safe work environment and growth opportunities gain productivity and lower turnover. #Sales professionals that give prospects value upfront gain trust and more sales. Put another way, "It is better to give than to receive." How do you practice giving in your profession?

18.01.2022 Only one week to go for our #salestraining event on handling objections! At this session you will learn how to: - Re-think and re-define "objections" to "concerns" - Uncover the real reasons behind the concerns before addressing them... - Prevent certain concerns from even arising! Click the link below for more information and tickets!

18.01.2022 "I'm going to give it 110% effort!" I used to laugh at this statement... Technically, 100% is the maximum output we are capable of, right? I was wrong.... I have come to discover how our minds determine maximum output. We reach a certain point where we feel pain, and then we stop. That's our 100%. For example, I regularly do chin-ups for strength exercise. After about 12 reps, my arms are crying out to stop. I push and struggle to do one more. That's giving 110%. The same principle applies to #sales. Your sales target is a barometer for your level of effort and creativity required to achieve 100%. Striving for 110% (or more) will unlock your abilities beyond your current state. However, high achievement comes at a price. In the same way muscles ache from exercise, you must feel pain to improve your skills and results. No pain, no gain! What price are you willing to pay for high achievement? Share your thoughts below! #salestraining #impactselling

15.01.2022 What value do you give clients as part of your #sales process? As sales professionals, we must find ways to constantly be valuable to our clients. It starts from the first contact, all the way to serving them. How do you add value to your clients in your sales process?... #salestraining #ethicalsales

15.01.2022 How can #salesmanagement retain top sales talent? Drawing from author Dan Pinks book "Drive," we can provide them three key motivators: 1. Purpose 2. Autonomy... 3. Mastery What factors motivate you as a #sales professional?

14.01.2022 How do you stand out above the noise in #sales? If you can answer this question, you will never run out of qualified prospects to approach. Though there are many ways, here are my top three criteria: 1. You must focus on being of value to your prospects upfront. Take your attention away from selling products, and redirect it to making meaningful conversations on a human level. Very few sales professionals will be doing this!... 2. Be relevant to your prospects by doing your homework. Find out a little about your prospects industry and company prior to calling them. If you can provide industry updates, this ties in well with adding value to your prospect. 3. Avoid using "salesy" words and language. If you sound like a telemarketer, youll be treated like one. Make your introduction different to what others are using. When making sales approaches, how do you make yourself stand out? #ethicalsales #salestraining

14.01.2022 As a #sales professional, how responsible are you for client happiness? After closing the sale, it is your role to ensure that the client receives the product and is happy with it. To achieve this, project management is often required. In an ideal world, we would just handball the sale to operations, and everything will go swimmingly. If this doesnt describe your company, then the responsibility falls on you!... Are you calling your clients after they receive the product to ensure they are using and are happy with it? Or, if you provide a service, are you making sure that the client is receiving enough touchpoints to feel cared for? #ethicalsales #salestraining

14.01.2022 "Im going to give it 110% effort!" I used to laugh at this statement... Technically, 100% is the maximum output we are capable of, right? I was wrong.... I have come to discover how our minds determine maximum output. We reach a certain point where we feel pain, and then we stop. Thats our 100%. For example, I regularly do chin-ups for strength exercise. After about 12 reps, my arms are crying out to stop. I push and struggle to do one more. Thats giving 110%. The same principle applies to #sales. Your sales target is a barometer for your level of effort and creativity required to achieve 100%. Striving for 110% (or more) will unlock your abilities beyond your current state. However, high achievement comes at a price. In the same way muscles ache from exercise, you must feel pain to improve your skills and results. No pain, no gain! What price are you willing to pay for high achievement? Share your thoughts below! #salestraining #impactselling

14.01.2022 Do you know someone suffering from #anxiety or #depression as a result of isolation and COVID-19? Having strategies to cope can make a huge difference. As a recoveree from chronic depression, I know first hand how important thoughts are for emotional wellbeing. Below is the intro video for my course "Emotional Management for #Sales Professionals." The principles will apply to any profession, but this was created with them in mind.... **100% of the course fee will be donated to Beyond Blue** In this course you will learn: - The nature of your emotions - with understanding comes mastery - Mental strategies for managing negative emotions in todays COVID-19 environment - Ideas for creating more positive emotional experiences I hope you will partner with me in alleviating the #mentalhealth crisis we are experiencing! **100% of the course fee will be donated to Beyond Blue**

13.01.2022 #Sales professionals are researchers. You must be a subject matter expert in your product, industry, psychology, and self-development. If you are an #entrepreneur, the breadth of expertise exponentially increases! In addition to sales, you must now also be an expert in marketing, accounting, human relations (if you have staff), and much more! What area of research do you find most interesting in your role?

13.01.2022 The #sales profession unfortunately has a very bad reputation for the behaviour of whats probably a few unscrupulous individuals. One of the major sins of sales people is lying. Not telling the truth, omitting important information, painting things completely out of what the reality is. What is the benefit then of telling the truth? If everybody else is lying, or if others are lying? Isnt that going to put us at a disadvantage if were going around telling the truth?

13.01.2022 #Sales professionals are negotiators. Before closing a deal, you must have consensus on the sale terms. Do you want to improve your #negotiationskills and give fewer discounts? Watch for three tips to be more effective at #negotiations. #salestraining #ethicalsales

12.01.2022 Do you suffer from information overload in sales? Here's a 3-point checklist to confirm: - You read/listen to books every day, but don't make changes to your daily routine - The information you are learning is interesting and important, but isn't useful right now... - There are days where you think to yourself "I need to do some mindless activity because I can't absorb any more information!" Don't get me wrong, I'm a big promoter of #kaizen and self-improvement. However, in the information age, we run the risk of information overload. Our brains can only handle so many facts. The mental energy could better be used for thinking of creative selling solutions. Here's my tip - cut down/out irrelevant reading and information sources. Are you watching the news religiously simply out of habit? What magazine/internet articles are you consuming that don't add value to your sales? This is just one tip - what do you do to reduce information overload? #salestraining #impactselling Want to receive high-quality sales training tips? Click to subscribe to our monthly newsletter!

12.01.2022 Do you have the care factor in your #sales efforts? After interviewing the top performing franchisees for a client, we discovered one common factor: they genuinely cared for their customers. Intuitively this makes sense. Customers would rather buy from someone who they feel cares about them. If a salesperson only cares about making the sale, it will show in their behaviour.... Here are three tips to increase your care factor in your sales: 1. Focus your attention on the end results for your customers. What difference does your product make in their lives? 2. Pay attention to details. Be interested in their world and how it feels to be in their position. Ask lots of questions to fully understand their perspective. 3. Constantly look for ways to add value to your customers, whether they buy or not. Giving value is the surest way to earn their trust. How do you show your customers that you care about them? #ethicalsales #salestraining

11.01.2022 Sales professionals wear many "hats." No wonder they are paid so well! Heres why sales professionals are coaches to their clients.

11.01.2022 How do #sales professionals earn the status of a trusted advisor? It starts with thinking of yourself as an expert consultant. You ask enough questions to fully understand your client. In addition, you must have a thorough knowledge of your product and industry. As a result, you can properly diagnose and recommend solutions to their problems. Next, you need to care enough about your client to tell them honest truths. This topic is covered in a book called the "Challenger Sale..." by Brent Adamson and Matthew Dixon. Your clients will trust you when they feel you genuinely care about them. What are some other ways you can earn the status of "Trusted Advisor?" #salestraining #ethicalsales

10.01.2022 #Kaizen is the art of constant, incremental improvement. It has helped companies like Toyota become the powerhouse brand it is today. It can propel your #sales to new heights as well. But how do you apply Kaizen to your career? First, adopt a growth mindset. This means being open to feedback, and understanding that you can always improve. This applies even if you dont have natural talent in that area. For example, if you feel you are lousy at cold calling, you practice anywa...y. You get better, and eventually become proficient at it. Second, adopt new daily habits that improve your skills and knowledge. This might mean substituting listening to the radio with listening to podcasts. You may read for 15 mins a day. Whatever it is doesnt have to be huge - but it does have to be consistent. Finally, look at failures as lessons. Every time you receive a rejection or lose a deal, find out why. Rather than taking feedback personally, think of it as areas to improve upon. What are you currently doing to improve every day? #ethicalsales #salestraining

10.01.2022 Sales professionals are paid to always maintain initiative. We cannot afford to be reactive in todays marketplace. Here are three tips on how!

10.01.2022 Sales professionals are Personal Development Experts. You have to understand how to motivate yourself and others for maximum results in your sales. Think about it: How effective can a salesperson be if they lack knowledge about Emotional Intelligence? How would they empathise with and influence their prospects? Or, what if they were lousy at time management? Can they meet sales targets by spending all day doing urgent, non-sales related tasks?... Finally, can a sales professional be at their best by sleeping late, eating junk food, and never exercising? If you have never thought of yourself this way, what are some ways you can start your personal development journey?

09.01.2022 In #sales, being good at talking is no longer the primary skill for success. Instead, you must listen, understand, and solve problems.

08.01.2022 #Sales professionals are relationship managers. When you sign a client on, you must continue maintaining the relationship for repeat sales and referrals. What do you do to maintain healthy client relationships? Or, how do you continuously add value to the relationship?

07.01.2022 Is #sales really a numbers game? Yes, and no. Of course, pumping out hundreds of sales calls without a client-centric approach will yield poor results. Alternatively, having a great approach but making only 2-3 approaches a week will not work either.... Heres an equation that summarises these factors: Quantity X Quality = Results Focusing solely on quantity or quality is a recipe for frustration. #Salesmanagement must provide the right motivation for their team to increase the quantity of activity, while utilising #salestraining to increase the quality of interactions. Which do you find most challenging to increase?

07.01.2022 "Do no harm." This is the creed of medical professionals because of the great power they have with their knowledge. In the same way, #sales professionals have the power to influence others. We can use it for selfish purposes, or for the benefit of our clients. How will you use your powers of persuasion?... Ben Lai, Lead Sales Trainer & #EthicalSales Expert #SalesTraining

07.01.2022 Need to polish your sales skills? Come along to one of our Melbourne events! #salestraining #sales #business

05.01.2022 Prior to our engagement, 10% of his sales approaches to cafes were converting into sit-down meetings. Thats a lot of work for a single meeting! Over a period of three months, we worked on Sams #sales approach. We changed it to one that is client-centric and focused on issues that cafe owners cared about. The result? 50% of his approaches are now turning into meetings. Thats a 5X improvement! Unsurprisingly, Sam has also closed a few deals in the short timeframe. The pipeli...ne is looking healthy as well. Big thanks to Sam for being a great student, and demonstrating that #ethicalsales is indeed the path to long-term sales success. Feel free to contact me if youd like to increase your sales conversion rates!

04.01.2022 Do you suffer from information overload in sales? Heres a 3-point checklist to confirm: - You read/listen to books every day, but dont make changes to your daily routine - The information you are learning is interesting and important, but isnt useful right now... - There are days where you think to yourself "I need to do some mindless activity because I cant absorb any more information!" Dont get me wrong, Im a big promoter of #kaizen and self-improvement. However, in the information age, we run the risk of information overload. Our brains can only handle so many facts. The mental energy could better be used for thinking of creative selling solutions. Heres my tip - cut down/out irrelevant reading and information sources. Are you watching the news religiously simply out of habit? What magazine/internet articles are you consuming that dont add value to your sales? This is just one tip - what do you do to reduce information overload? #salestraining #impactselling Want to receive high-quality sales training tips? Click to subscribe to our monthly newsletter!

03.01.2022 The 9-to-5 is becoming 24/7: The concept of a 9-to-5 work day seems almost quaint today for young workers. Most are shifting their lives in accordance with individual schedules that are "rarely completely within their individual control," The Conversation writes. Adjusting to 24-7 schedules is increasingly common. Less than 35% of workers aged between 23 and 29 work a standard 9am to 5pm day. The demands of the 24-7 world is challenging personal relationships, the research fo...und, with the majority using apps to schedule time with family or partners. -------------------------- This is especially true for #entrepreneurs and #sales professionals. Without drawing clear boundaries, it can be easy to go overboard with work. The price is personal health, happiness, and relationships. Paradoxically, doing well in these areas is key to high performance in business. Therefore if you want to be successful, #worklifebalance is not optional. What are your thoughts?

02.01.2022 What are the most important factors for success in #sales? If you were to make a list of 20 or more attributes, theres a good chance that the vast majority of points will be character traits. People are persuaded first by the credibility of the salesperson. Then, they will consider the emotional and logical aspects of the proposition. This is of course mostly a subconscious process, but it is the order in which we make decisions.... It makes sense then, to work on your character more than your skills. This means being a person of integrity - keeping your promises, being authentic, and telling the truth. Then, we can work on other characteristics such as discipline, open-mindedness, and grit (perseverance). What would you say are the top character traits for success in sales? #salestraining #ethicalsales

02.01.2022 In #sales, should we put our interests or our clients first? If so, wouldnt that mean our businesses would become unprofitable? While counter-intuitive, putting others first is actually in our own best interests. It positions us as being trustworthy, and others-oriented. It sets up negotiations for a win-win. What are some ways you put your clients interests first?... Ben Lai - Director & Sales Trainer, Sales Ethos #ethicalsales #salestraining

01.01.2022 The #sales profession unfortunately has a very bad reputation for the behaviour of what's probably a few unscrupulous individuals. One of the major sins of sales people is lying. Not telling the truth, omitting important information, painting things completely out of what the reality is. What is the benefit then of telling the truth? If everybody else is lying, or if others are lying? Isn't that going to put us at a disadvantage if we're going around telling the truth?

01.01.2022 "#Leadership is influence. Nothing more, nothing less." - John Maxwell #Sales is influence. Therefore, sales professionals are leaders. They lead their prospects to solve their problems.... Salespeople lead their supporting team to make clients happy. They lead their companies by generating revenue, which can then be used to grow. Sales professionals are initiators of change and progress. Seeing yourself as a leader could transform your career. What was your greatest sales & leadership moment?