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Have a
read of our published articles, as
seen in:
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Achievers Group YouTube
Site
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The following Audio streams come from Business Essentials. To listen to more or sign up for a monthly subscription go to: www.be.com.au |
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Consumers: old v new
You must make dealing with your company memorable for today's customer. Tony Gattari makes that point as he compares the old generation of consumers with the new. He's a super salesman after many years in senior management with the Harvey Norman chain. Tony talks about what's changed in customer attitudes.
Business Essentials
October, 2008
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Improving your average dollar sales
The greatest way to build a business is to reduce the cost of getting a client, then to increase the life span of that client relationship. Tony Gattari is passionate about that mantra. Himself a master salesman after many years in senior sales management with Harvey Norman, he calls it managing your average dollar sales. He says first we have to measure it, then train the sales team to understand its importance. Tony says that one way to do that is to offer package deals.
Business Essentials
September, 2008
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Looking at Leadership
We're all leaders - but the levels of our leadership change depending on the time and the circumstances. Tony Gattari has reached that conclusion after compiling a list of leadership levels. He's a leader himself after many years in senior sales management with Harvey Norman. Tony starts by defining leadership.
Business Essentials
August, 2008 |
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Instant Cashflow Tips
Where do we start to improve our business cash flow? Tony Gattari has some strong thoughts and he says they can apply to any business.
Business Essentials
July, 2008 |
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Overcoming Objections
What do you do when a potential customer starts raising objections to your sales pitch? According to Tony Gattari, himself a master salesman after many years selling for Harvey Norman, treat the objection as a positive. But how do we do that?
Business Essentials
May, 2008 |
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Selling to Different
Personality Types
Don't
ever think about a
stereotypical approach
to your selling, because
one size does not fit
all. Sales wizard Tony
Gattari makes that plea
to everyone in business.
He says that because
everyone is different,
so too must your sales
approach be different.
Business Essentials
April, 2008 |
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Lessons in negotiation
We've
heard so many times that
all things are
negotiable – but that
doesn't help those for
whom negotiating doesn't
come naturally. There
are subtle tricks to the
art, however, according
to Tony Gattari –
himself a master
negotiator after many
years as a senior sales
executive with the
Harvey Norman group.
Business Essentials
March, 2008 |
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Closing the sale
If you're
wondering why your sales
figures aren't better,
consider this: 50% of
sales people don't ever
close a sale. Tony
Gattari has a long
history of successful
selling and says the
figures are startling.
Business Essentials
February, 2008 |
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The need to up-sell &
cross-sell
One of
the fundamentals in a
successful business is
selling well. Tony
Gattari's main claim to
fame is the huge growth
he achieved in computer
sales at Harvey Norman
and since then he has
been advising
businesses. He believes
in the absolute need to
up-sell and cross-sell
and argues they
shouldn't be used as
dirty words.
Business Essentials
December, 2007 |
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Avoiding marketing
mistakes
If you
want to avoid making
marketing mistakes you
must understand who your
"A class" customers are.
That's one of the first
lessons Tony Gattari
learned when he went
into the marketing
business after a long
career in the corporate
world. He readily admits
that he blundered badly
when he had the wrong
focus with his first
small business client.
Business Essentials
October, 2007 |
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Capturing your most
profitable customers
Tony
Gattari, Chief Executive
of Achievers Group has a
check list and some
guidelines for capturing
your most profitable
customers.
Business Essentials
August, 2007 |
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Exposed: The Secrets Of
Top Salespeople
How do
you turn a "prospect"
into a customer? Tony
Gattari of Achievers
Group found the answer
to that question during
his nine years with
Harvey Norman - a time
of enormous growth. He
says the answer lies in
having the best sales
people.
Business Essentials
June, 2007 |
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The Pillars Of Success
You
shouldn't even think
about expanding your
business until all the
fundamental aspects are
working properly. Tony
Gattari of Achievers
Group delivers that
message strongly in his
book "The Pillars Of
Business Success". He
says that businesses
have four main pillars.
Business Essentials
April, 2007 |
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Keep Cash Flowing
How
highly do you rate the
importance of the
"accounts receivable"
function of your
business? Believe it or
not, Tony Gattari of the
Achievers Group says he
knows business operators
who haven't sent out an
invoice 12 months after
supplying the goods. He
says that "accounts
receivable" is the core
of your cash flow and
there's no point in
being shy about it.
Business Essentials
February, 2007
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Secrets of top salespeople exposed
You can always train and teach ski l l s
(especially with great systems) but you can’t
easily instil passion. If possible, wait for the
right person and don’t just grab anyone.
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Secrets of marketing experts exposed
Sometimes we underestimate what others
think about our business because we judge where
our business currently is. But in selling your
vision you describe in clear detail where you are
heading and how you are going to get there.
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Win in Business
Chapter 1 - Vision
Where there is no vision, people lose focus
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Multiple Strategies to
Grow Your Business
September, 2006 |
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Cash is King
September, 2006 |
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Negotiating the Best
Deals with Suppliers
September, 2006 |
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KISS and Don't Stop & The Story of the Hot Dog Man
Volume 3, Issue 19 |
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I'm a nice Customer & Marketing Hit or Miss
Volume 3, Issue 18 |
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Blind Spots that Block Growth
Volume 3, Issue 17 |
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Build a platform for long-term success
Volume 3, Issue 16 |
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Most of us aim too low
Volume 3, Issue 15 |
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The Customer is Always Right!
Volume 3, Issue 14 |
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Our “Top Tips” for business success
Volume 3, Issue 13 |
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Complacency!
Volume 3, Issue 12 |
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Make Your Business Really Fly
Volume 3, Issue 11 |
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Don’t Abdicate Your Responsibility
Volume 3, Issue 10 |
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The Heart and Soul of an Organisation
Volume 3, Issue 9 |
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What Makes a Great Team?
Volume 3, Issue 8 |
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Be Passionate - Be
Successful!
Volume 3, Issue 7 |
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Top Sales Tips That Work
Volume 3, Issue 6 |
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My Big Stuff Up!
Volume 3, Issue 5 |
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If You've Got Their
Names..... Use Them
Volume 3, Issue 4 |
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How to Make Sales
without Selling
Volume 3, Issue 3 |
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Learn how to build a
$565 million business
Volume 3, Issue 2 |
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Life Marketing, Test and
Measure Your Recruits
Volume 3, Issue 1 |
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Relax, Reflect and
Reveal!
Volume 2, Issue 25 |
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7 Tips to Getting More
Out of Your People
Volume 2, Issue 24 |
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Collect Names
Volume 2, Issue 23 |
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The Only Thing We Fear,
Is Fear Itself
Volume 2, Issue 22 |
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The Silent Death
Volume 2, Issue 21 |
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Define Your Uniqueness
Volume 2, Issue 20 |
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Want to Keep Competitive
Volume 2, Issue 19 |
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Build a Powerful Team
Volume 2, Issue 18 |
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Have a 'can do' Attitude
Volume 2, Issue 17 |
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Biggest Mistakes in
Marketing
Volume 2, Issue 16 |
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Own Your Local Area
Volume 2, Issue 15 |
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Flat Salaries Breed Flat
Performances
Volume 2, Issue 14 |
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What are the
characteristics of a
successful sales team?
Volume 2, Issue 13 |
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How to Find Your Best
and Most Profitable
Customers
Volume 2, Issue 12 |
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Power of Positive
Positioning
Volume 2, Issue 11 |
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Franchising - A Powerful
Tool
Volume 2, Issue 10 |
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Winners and Losers
Volume 2, Issue 9 |
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The Starting Point:
Delighting the Customer
Volume 2, Issue 8 |
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Build the Foundations
Volume 2, Issue 7 |
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The
Principle of Multiple
Touches
Volume 2, Issue 6 |
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The First 90 Days
Volume 2, Issue 5 |
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Sign Them Up and Keep
Them For Life
Volume 2, Issue 3 |
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The Pillars of Business
Success
Volume 2, Issue 3 |
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People Power
Volume 2, Issue 2 |
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Evaluate Your Goals to
Make 2007 Your Most
Successful Victory Yet
Volume 2, Issue 1 |
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Who are you kidding,
you're not the
Messiah...
Volume 1, Issue 13 |
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Definitions of
Salespeople - They Make
The World Go Round
Volume 1, Issue 12 |
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The
Arguments For and
Against Growth
Volume 1, Issue 11 |
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The Power of Clarity
Volume 1, Issue 10 |
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Want to be happy - Do
your passion!
Volume 1, Issue 9 |
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