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Win Fast, Walk Fast

How many do win or loss reports when you win or lose a sale? if we assume time is your greatest asse...[read more]

Posted on 12 May 2010 | 5:19 am

2000 vs 2010 Facebook Dominates the Net

While in the USA I picked up the latest Fast Company magazine, one of my favourite mags along with W...[read more]

Posted on 23 February 2010 | 6:58 pm

The Ultimate Business owner Marketing Guide!

“Rob Hartnett's book is a marketing ideas starter. .”
Robert Gottliebsen, Business Commentator, The Australian

Over 130,000 in print - find out whymore...

Start Listening Stop Talking

Most salespeople do not spend enough time letting their customer talk to develop a solid relationship. In fact, our observation and experience tell us that on any given sales call, the salesperson talks 80 percent of the time, leaving almost no time to listen. In addition, we've found that 80 percent of what we sayhas no relevance to our customer's needs or interest. We call this 80 Percent Syndrome.

80 Percent Syndrome can be very damaging to your business relationships, causing your credibility to flounder and your opportunities to decrease significantly. Suppose you have one hour to spend with your customer. Your time is likely broken down as follows:

Thirty-one minutes spent telling the customer about your product or service
Eight minutes spent on idle chat
Nine minutes spent asking questions
Twelve minutes spent listening to the customer talk

Instead of spending the majority of the valuable time your client is investing with you talking, start your conversation by asking them questions. Give your customers time to answer and continue to ask questions until you are certain that you understand their challenges. Good questioning helps you determine the breadth of the opportunity and can even open the doors to new opportunities.

Miller Heiman / Selling Strategies

rob hartnett - SALES PERFORMANCE SPECIALIST, SPEAKER, AUTHOR,

Author of the bOOK"SMall business, big opportunity" over 130,000 in print
Author of "MILLION DOLLAR SELLING" DUE LATE 2009

sTRATEGy AND Training THAT EMPOWERs
ph 03 9560 1188

One of Australia's most dynamic and inspirational Speakers......

“Everyone in the room at our event came up to me and personally thanked me for inviting Rob to speak. They found his style warm, engaging, humorous and most importantly REAL! He challenged our way of thinking and gave us some great ideas that we could put into practice straight away. Thank you very much for an awesome presentation Rob!’

Carolyn Stafford, Connect Marketing Professionals www.connectmarketing.com.au

Click here for more of Rob's Sales Tips

Hi I'm Rob Hartnett and my goal is to inspire business owners and sales professionals to THINK BIG and most importantly ELECTRIFY them into taking action especially in the core areas of sales, marketing and personal performance.

This has led me to be the Sales Expert on My Business TV on Channel 7 Kochies Business Builders and other TV programs such as Bread TV, Career Success and Buisiness Daily. I am also the author of the bible to business owners Small Business, Big Opportunity which has over 130,000 copies in print making it one of the biggest non fiction books in Australia.

My background covers over twenty years with global and Australian firms in sales and marketing roles. I also run the sales and marketing business (which incorporates our Miller Heiman sales performance training) Selling Strategies Internationalwww.sellingstrategies.com.au as well as several other businesses.

For speaking, sales and marketing enquires please contact us today on
Ph 61 3 9560 1188 or email leisa@sellingstrategies.com.au

Suite G12, 202 Jells Road Wheelers Hill, Australia 3150

Is Price the Real Issue?

Get Rob to Speak at Your Next Event

Secrets of Winning Sales Organisations

There are many reasons why a client will choose not to buy from you: perceived product performance, poor past track record, credibility issues, an inability to create the right solution, timing or any combination of these.

If price was the main reason for losing a sale, it would be a lot easier to win by simply dropping it. The reality is, there are solutions clients will pay a premium for.

To read more about this important area contact us for a PDF copy of the article by Rob Hartnett that appeared on Yahoo! Business.

rob@sellingstrategies.com.au

If you want to make your next event a success with a dynamic entertaining and experienced speaker consider Rob Hartnett.

Please check out the blog for more detail on what Rob is about by clicking on the Blog Button on the top left of this screen.

To request a speaker pack on Rob Hartnett call 03 95601188 or email leisa@sellingstrategies.com.au

Today's uncertain economic conditions have left many of us in contemplative fear, wondering what we can do to survive financially. According to our research, the majority of salespeople may not be doing everything they can to ensure that they stay in the game. The 2009 Miller Heiman Sales Best Practices Study revealed that only
21 percent of respondents agreed that, in the case of a major uncontrollable event, they have an established plan to protect their interests in strategic accounts.

For a copy of the Miller Heiman 2009 Secrets of World Class Sales Organisations email rob@sellingstrategies.com.au

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