How I Sell This

Hosted by Christina Bruce from Sellabilities, How I Sell This is a deep dive into the world of sales where we interview top performing sales people to understand what it is that makes them the best.

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 aspectHis first experiences in sales and how he grewHow he moved to Harvey Norman and then BunningsWhy he took time to figure out what a 'more meaningful role' looked like to him before moving onHow he ended up at Boehringer IngelheimHis initial reaction to winning the companion animal salesperson awardWhether or not he worked with the award in mind as a goalWhat he did in 2023 that helped propel him to successWhy the training lunch and learns made such a big differenceHow he ensures he knows all his product information to convey it to customersThe way he handles the imposter syndrome that comes with not being from a science backgroundHis way of forming strong customer relationshipsHow he uses DISC profiling to help approach sellingHis tips on how to be appealing and great at communicating with customersHis secret to being successful in salesKey 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/

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 salesOne of the skills she thinks is missing in sales these daysThe hardest parts of her jobThe amount of work it takes to be positioned so that potential sellers approach herHow supporting the community is the best form of advertisementThe unique thing she does to put their real estate agency front of mind for the communityHow she builds rapport with home sellersThe kinds of gifts she gives vendorsThe thing she wished she knew when she was just getting startedKey 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=auOr find out more about Bell Real Estate via their website: https://www.bellrealestate.com.au/agent?consultant_id=37You 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/

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 dateWhy he feels he has to keep growing the businessThe most difficult thing he found when he startedThe biggest technical difficulty he had when startingWhat he thinks he did that got him to a point where he won awardsSome of his inputs that he focused on and made sure he deliveredWhat the attributes are that he looks for when recruiting sales staffThe difficulty of balancing extroverts and less extroverted staff in one workplaceThe things he sees that prevent people from being successful recruitersHis approach to feedback from others in his workplaceThe thing he wished he'd done differently when starting outKey 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/

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 involvedKey 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 WayneFor 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/

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 performanceKey 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 CoreyYou can follow Corey on Linkedin: https://www.linkedin.com/in/corey-lindner-39036787You can get involved with the podcast onlineFind 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/

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 improveKey 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 EvanYou can follow Evan on linkedin: https://www.linkedin.com/in/evan-scantleton-34103550/You can get involved with the podcast onlineFind 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/

Today we are doing things a little bit differently. Instead of getting the secrets to success from another salesperson we’re going to be getting the secrets on how to successfully approach and understand a department that can often appear to get in the way of sales. Procurement.To help us we are joined by Andrew Peacock the Director, Strategic Procurement and Business Services at La Trobe University in Melbourne.In this episode he shares:-      Some quick yes or no points about procurement-      Why he believes procurement doesn’t make purchasing decisions-      Why procurement doesn’t make purchases, but it does influence them-      His advice for how salespeople should approach procurement-      How to best build a relationship with procurement-      The time someone cold called him, it worked and why it worked-      Why the procurement process might drag outKey Quotes “There's this kind of illusion out there that procurement hold the purse strings but it’s actually not correct.”“Procurement people don’t like surprises.”More about AndrewYou can follow Andrew on linkedin: https://www.linkedin.com/in/andrew-peacock-3872a320You can get involved with the podcast onlineFind 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/