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Today we are talking to Alex Taylor, a territory manager for Boehringer Ingelheim and a recent winner of the 2023 Companion Animal Sales Champion award. Now, Boehringer Ingelheim has a great reputation in Australia and has received a Top Employer certification for the 4th consecutive year across Australia and New Zealand. Alex has a long history of sales achievements and developments, and on top of that, he is clearly an authentic and humble person who lives by some really impressive values. He has continued to achieve amazing accomplishments while continuing to grow as a salesperson, and he has a lot to share with us.

In this episode, he shares:

• His early experience in hospitality while at school and why he enjoyed the sales aspect
• His first experiences in sales and how he grew
• How he moved to Harvey Norman and then Bunnings
• Why he took time to figure out what a 'more meaningful role' looked like to him before moving on
• How he ended up at Boehringer Ingelheim
• His initial reaction to winning the companion animal salesperson award
• Whether or not he worked with the award in mind as a goal
• What he did in 2023 that helped propel him to success
• Why the training lunch and learns made such a big difference
• How he ensures he knows all his product information to convey it to customers
• The way he handles the imposter syndrome that comes with not being from a science background
• His way of forming strong customer relationships
• How he uses DISC profiling to help approach selling
• His tips on how to be appealing and great at communicating with customers
• His secret to being successful in sales

Key Quotes:

“When you're in a role where you’re the face of a business and you’re seeing these customers every fortnight, it takes time. If you’re looking for a quick win, forget it.”

“If you don’t have those relationships, you aren’t gonna have that access.”

“My knowledge needs to be top notch if I’m going to be standing in front of professionals to convey information to them.”

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on LinkedIn: https://www.linkedin.com/company/sellabilities/

Hosted on Acast. See acast.com/privacy for more information.

Today we are speaking with Corinne Sukroo from Bell Real Estate. She is a licensed estate agent, and I am absolutely thrilled to have her on to talk about her extensive experience in sales in real estate. I think if you’re new to sales or looking to take the next step in your career, there are a number of things you can take away from Corinne’s story and the way she runs Bell Real Estate.

In this episode, she shares:

• Her history in sales
• One of the skills she thinks is missing in sales these days
• The hardest parts of her job
• The amount of work it takes to be positioned so that potential sellers approach her
• How supporting the community is the best form of advertisement
• The unique thing she does to put their real estate agency front of mind for the community
• How she builds rapport with home sellers
• The kinds of gifts she gives vendors
• The thing she wished she knew when she was just getting started

Key Quotes:

“People don’t want a lot of garbage in their letterboxes, so doing something that’s a little more personable for them works.”

“I think that what has been lost these days is the ability to communicate.”

More about Corinne:

You can follow Corinne on LinkedIn: https://www.linkedin.com/in/corinne-sukroo-3862166a/?original_referer=https%3A%2F%2Fwww%2Egoogle%2Ecom%2F&originalSubdomain=au

Or find out more about Bell Real Estate via their website: https://www.bellrealestate.com.au/agent?consultant_id=37

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on LinkedIn: https://www.linkedin.com/company/sellabilities/

Hosted on Acast. See acast.com/privacy for more information.

Today we are speaking with Stephen Carter from Sharp & Carter. He is one of the managing partners and owners at Sharp & Carter, and I am thrilled to share his experience as a sales professional. In fact, as well as having a wealth of knowledge from his own sales and recruitment experience, he also has the experience of building the high-performing sales organisation that is Sharp & Carter. Steve is a delightful human being who has really strong, practical advice for people of any experience level in the sales world.

In this episode, he shares:

• The journey of his career to date
• Why he feels he has to keep growing the business
• The most difficult thing he found when he started
• The biggest technical difficulty he had when starting
• What he thinks he did that got him to a point where he won awards
• Some of his inputs that he focused on and made sure he delivered
• What the attributes are that he looks for when recruiting sales staff
• The difficulty of balancing extroverts and less extroverted staff in one workplace
• The things he sees that prevent people from being successful recruiters
• His approach to feedback from others in his workplace
• The thing he wished he'd done differently when starting out

Key Quotes:

"Success as a salesperson is directly linked to your growth as a person."

“If you are compromising your customer experience in order to hit a short-term number, that is to your detriment in the long term."

"I'm always surprised when I meet arrogant salespeople because as a salesperson, your role is to listen."

“If people can develop relationships internally, they're much more likely to develop relationships externally.”

More about Stephen:

You can follow Stephen on LinkedIn: https://www.linkedin.com/in/stephencarter1/

Or check out Sharp & Carter via their website: https://www.sharpandcarter.com.au/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

Hosted on Acast. See acast.com/privacy for more information.

Today we are speaking with Wayne Reuben, a man with a lengthy career in sales as both a top performing salesperson and leader of high performing sales organisations.

Now, he is the cofounder of the curious leader’s circle, owner of a successful consulting business, podcaster and author of 2 books.

His experience spans multiple sectors including healthcare and FMCG. His business success is largely attributable to his leadership style which is deeply talent centric.

Wayne is one of those truly experienced people who is so generous with his time and knowledge and in this episode, he really gives every shred of advice we can get.

In this episode he shares:

- What his career in sales and sales leadership has been

- Why he went into sales rather than marketing

- How he got his first taste of sales in customer service

- What he noticed made people in his teams the best

- How he used sales training for the teams he led

- Why an ongoing commitment to training is essential

- His opinion on recruiting for experience vs recruiting for skill and capability

- Why he thinks curiosity is so important to being successful at sales

- His opinion on in person sales vs email sales

- The importance of communication in sales

- What the two secret nuggets he would offer to those looking to improve sales performance

- The high-performance leadership summit he is running and why you should get involved

Key Quotes

“You don’t recruit for experience you recruit for attitude and fundamental skills.”

“The more customers you see, generally, the more sales you're gonna make.”

“I fundamentally believe that curiosity is the primary driver of what looks like successful skill in selling.”

“In selling, listening is way more important than talking”

More about Wayne

For more information about Wayne’s High Performance Leadership Summit go here: https://events.highperformanceleadershipsummit.com.au/october-summit-2024?trk=ads_preview_ssu_feed-article-content

You can find out more about Wayne via his website: https://www.curiousleaderscircle.com/

Or you can follow him on socials: https://www.linkedin.com/in/wayne-reuben-engage4performance/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on Linkedin: https://www.linkedin.com/company/sellabilities/

Hosted on Acast. See acast.com/privacy for more information.

Today we are talking to someone whose sales superpower comes from her incredibly strong belief in herself and her product.

Corey Lindner is the national agency business development manager with IVE Group and she is joining us to talk about her experience as a sales professional.

She has been awarded the top sales performer on a number of occasions in the distribution business of IVE Group.

She is an incredibly established, thoughtful and reflective sales performer who has some incredible lessons to impart with us.

In this episode Corey shares:

- Her extensive history in sales

- What IVE does

- What she found difficult when she was starting out and how she overcame it

- How she made the change from doing all the talking to asking all the right questions

- What she does at IVE that helps her be so successful

- Why belief is so important to her

- How she prospects for new business and clients in the difficult market

- What she does to convince people of the power of letterbox advertising without straight out telling them

- What she would do differently if she had the time again

- Her secret nugget of advice for how to improve sales performance

Key Quotes

“You really understand what they need, not what they want.”

“As you start out, you do have this salesperson persona, whether you want it or not and people can tell that you're trying to sell them something.”

“It’s not necessarily what you're saying it’s how you're saying it and why you're saying it.”

More about Corey

You can follow Corey on Linkedin: https://www.linkedin.com/in/corey-lindner-39036787

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

Hosted on Acast. See acast.com/privacy for more information.

Many of us in sales have worked across a few different industries, but there would be few whose breadth of experience matches Samantha Smith at carsales.com.au.

Samantha is a business development manager within the automotive corporate industry and leisure team.

Before working at Carsales she worked in everything from liquor to agency sports marketing and haircare and it is that varied experience that has given her some key insights and understandings that could help many of us making our way in the sales industry.

In this episode Samantha shares:

- Her 25 year history of selling

- What made her decide to change her career for family (check the point)

- What she does at Carsales

- What she found the most challenging in sales when she started

- How she overcame the lack of rapport she had with experienced clients when she was starting out

- The industry she found the hardest to sell in

- What she does in her role at Carsales that makes her stand out

- What changes have happened in the Carsales online market place

- How she uses data to sell

- What she would do differently if she had the time again

- The diverse and extensive training she has had

- Why you need to celebrate the micro successes

- The career move she has actively chosen to not take

Key Quotes

“I think it’s also finding that common ground and showing you have an understanding and an ability to build the rapport with them on a business level and a personal level as well”

“You’ve got to be in the industry that’s right for you and you have to do it because you want to do it.”

“You really need to know the message that you're trying to get across.”

More about Samantha

You can follow Sam on linkedin: https://www.linkedin.com/in/samantha-smith-55b64815

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

Hosted on Acast. See acast.com/privacy for more information.

Today we’re speaking with Evan Scantleton, the national account manager for Bodycare Workplace Solutions.

Evan has had a varied and unique career, and it could very well be his background in Allied Health that contributes to his success.

Throughout this episode you are going to hear some very clear values and work ethics that Evan has and if you aren’t already implementing these, you really should consider it.

In this episode Evan shares:

- Why he considers himself a sales professional

- How he considers his language and behaviour in regard to the people he is dealing with

- The key differences between an account management role and a sales role from a skill perspective

- Why staying relevant to clients with extra value is essential

- The ways he provides extra value to clients

- What he's doing differently that makes him so successful

- Why it took him time to make his wins

- How his allied health background has helped him sell

- The 3 things he would do differently if he had his time again

- What professional development he does to help himself improve

Key Quotes

“The more that you invest into something in life the more likelihood that you're gonna reap the benefits from it”

“People don’t come into a store to ask for the time or use the bathroom”

“It’s really important to stay relevant to your client even whilst still in contract.”

“It’s easier to win work through retaining a client than having to respond to a new tender”

More about Evan

You can follow Evan on linkedin: https://www.linkedin.com/in/evan-scantleton-34103550/

You can get involved with the podcast online

Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/

Follow us on Instagram at: https://www.instagram.com/sellabilities/

Follow us on linkedin: https://www.linkedin.com/company/sellabilities/

Hosted on Acast. See acast.com/privacy for more information.