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Volume 2, Issue 13    

      60 Seconds with Achievers Group        

                       Your Fortnightly Vitamin

 

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Dear Friends,

 

It has been a great honour and privilege to be asked to write a chapter in 'Secrets of Top Sales Experts Exposed', along with some of the top sales gurus in the country.

 

Here is an extract from the book, on what are the characteristics that make a successful sales team. This would be great to use as a benchmark to see if you have the right strategies in place to build a a team gets great results.

 

Regards

Tony Gattari

Available Now!

 

 

Secrets of Top Sales Professionals Exposed!

 

 

 

Read an extract from the Book

What are the characteristics of a successful sales team?

 

At my time at Harvey Norman and working with over 90 businesses, these are some of the characteristics I have found that make a successful sales team.

 

You must have a common goal – whereas in sport it is to win, in business it could be the mission or targets to achieve. The key questions are: do you have a mission? If so, what is it? Does it include your team? Does it inspire them?

 

You must have a winning culture – in business this needs to be clearly defined and displayed in all team manuals. Concepts for inclusion may be ownership, excellence, commitment, fun and balance. Do you have a culture? What values do you wish your team members to display?

 

You must have a strong leader – this is usually the owner or a nominated operator who lives the culture, knows the boundaries, coaches and guides towards the common goal, is congruent with all these points and stretches the team members to perform above their comfort levels.

 

You need 100 per cent involvement from everybody – when it comes to involvement there can be no excuses. You cannot afford to take passengers onboard who bring the moral of the team down or participate in sabotage operations to undermine the leader (this is very important!) In my experience, this is one of the major parts of building a champion team that most business owners find difficult to solve.

 

Develop an incentive program based around a simple philosophy – reward team members when they achieve goals and penalise them when they don’t. Incentives drive employee priorities and therefore their behaviour. If you can align their priorities (and focus) with your business goals, then you will be able to create a real team.

 

You need to be supportive of risk-taking – imagine if a champion football player was told by their coach to stick to the rules and to not try any fancy stuff as it may not work out. It would make a pretty flat team. You must have an environment where risk-takers and creative team members are able to blossom within the boundaries, rules and culture of the business without the fear of losing their jobs.

 

You need clear job descriptions, roles and duties – very often team members become unfocused simply because they are not sure of what they are meant to be doing. What is worse is business owners who say, ‘I have no idea what Mary really does, but if she left we would be in trouble!’ How stupid is that? Before you hire anyone, you should establish what their role is.

 

Hire people that already have the passion and heart – all too often we recruit people based on their qualifications, resume or what they look like, only to find that they are unmotivated and have no driving passion. You can always train and teach skills (especially with great systems and training) but you can’t easily instil passion. If possible, wait for the right person and don’t just grab anyone. (Be weary of family members, friends, or friends of friends. Where possible put them through the recruitment system and get an independent check.)

 

Teach them how to sell – coach your staff on how to sell, how to build positive relationships with customers, and how to increase the dollar value of each transaction. Coach your sales team to become problem solvers, not just order takers.

 

 

Featuring Written Material by Award Winning Sales Professionals such as...

 

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Tony Gattari (Author of The Pillars of Business Success)

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Paul Hanna (Author of You Can Do It! and You Can Sell It!)

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Jenny Cartwright (International Telesales Expert)

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Wayne Berry (Australasia’s Leading Sales Trainer and Coach)

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Chris Helder (Author of Stop Selling! and Streetsmart)

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David CunninghamTerry LeeBelinda Yabsley David Staughton Paul TonichKirsty Dunphey Leigh FarnellJohn Blake  • Ari Galper

 

 

 

Listen to Tony Gattari's Interview

 

 Exposed: The Top Sales People

 

Order Your Copy Now!

 

Articles

Enthusiasm that Sells

Treat Your Business Like the Ballet!

Products

Available Now!

Our New CD & DVD Range

Educate Yourself Today!

Show me the Money

 

CD $29.95

DVD $34.95

 

Order Now!

 

Without cash flow, you will go broke. This workshop will teach you how to create accounts receivable and inventory management systems as well as how to read a profit and loss statement and a balance sheet. We live in an age of litigation and many businesses are not adequately protected, so this workshop will also help you to keep your business and your family safe.

A Vision for the Future

 

CD $29.95

DVD $34.95

 

Order Now!

 

Successful people set goals. In this workshop you will learn the power of goal setting, vision and having a mission statement for your business and your life. You will also learn how to manage and prioritise your time better.

Sales Mastery Program - Hurry Book Now!

Achievers Group has put together an all-day program which will give you practical sales tips and techniques, that get you immediate results.

 

Sales guru Tony Gattari, has worked with over 90 companies around the world in the areas of sales training and strategy. Some of these companies include Cisco Systems, Domayne, Harvey Norman, LG, Lowes, and Rebel Sport.

 

 

 

 

In this workshop you will take away the following strategies:

 

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Master the 6 steps of the Achievers Group 'Sales Cycle'

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21 strategies on how to get immediate sales results

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Learn powerful psychological profiling techniques that allow you to sell to any personality type

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Transform from being a salesperson to being a problem solver, through the art of communication and getting others to see your point of view

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The 101 sales tips that will give you an advantage over your competition

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Learn how to build an immediate relationship with your customers

 

Click Here to Book Your Seat Now!

 

Business Success Club

Australia's premier business development company, ACHIEVERS GROUP, has teamed up with Business Essentials, who is Australia's premier producer of business related audio and video programs, to bring you a powerful monthly educational program.

 

What is the Business Success Club?

The Business Success Club is a monthly audio subscription program. Not only will you be inspired by the teachings of Tony Gattari, you will also listen to leading business experts from Australia and around the world on topics such as:

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Sales and Marketing Strategies

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Cash Flow Improvement Strategies

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Leadership and Team Building

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Goal Setting and Time Management

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Systemising Your Business

PLUS

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Business Case Studies

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Reports about today's best business practices

What You Will Receive Each Month?

You will receive a:

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Business Essentials CD

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A Live Recording of one of Tony Gattari's Workshops

BONUS

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50% off Achievers Group Workshops and Mastery Programs

Listen to a sample Tony Gattari's Business Success Club Interviews

 

Negotiating a Better Deal with Suppliers Keep the Cash Flowing

 

 

Subscribe Now!

 

 

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