How I Sell This

Today we are speaking with Alyssa Telfer a Principal from Phillips Ormonde Fitzpatrick. Alyssa is an IP advisor and Med Tech Patent attorney, which might have you thinking, does she sell? Well you can’t be a successful patent attorney if you can’t win client work. She probably wouldn’t describe herself as a sales professional and to be honest, with a double degree in science and biomedical engineering there are probably much better titles. But I have asked her onto the podcast for a very specific reason. I want to talk to her about how she has built her career over the last twenty years with such deep subject matter expertise, but not a single moment of university training on how to sell. In this episode she shares: -      Her transition from biomedical engineering to becoming a MedTech patent attorney. -      How she developed a specialised team in MedTech within her firm. -      The importance of aligning work with personal values. -      How she leveraged skills from hospitality to build professional service relationships. -      The challenges of age and gender assumptions that she encountered -      Why there is a need for adaptability and strategic business development. -      The importance of finding the right networks and forming personal connections. -      Why continuous learning is so important -      Why patent attorneys need to adapt to changing environments and maintain a growth mindset Key Quotes “It’s not no, it's no for now, have the tenacity to follow up on a meeting request. “What is the point of the meeting if you're not there to win business from the person you're in the meeting with.” “It’s not just about selling, it's about going out and understanding first." More about Alyssa Linkedin: https://www.linkedin.com/in/alyssatelfer/ [https://www.linkedin.com/in/alyssatelfer/] Phillips Ormonde Fitzpatrick: https://www.pof.com.au/people/alyssa-telfer/ [https://www.pof.com.au/people/alyssa-telfer/] You can get involved with the podcast online Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

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 out Key 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 Andrew You can follow Andrew on linkedin: https://www.linkedin.com/in/andrew-peacock-3872a320 [https://www.linkedin.com/in/andrew-peacock-3872a320] You can get involved with the podcast online Find out more about Sellabilities and the podcast on our website: https://sellabilities.com.au/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://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/ [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/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://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 [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/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://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 [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/ [https://sellabilities.com.au/] Follow us on Instagram at: https://www.instagram.com/sellabilities/ [https://www.instagram.com/sellabilities/] Follow us on linkedin: https://www.linkedin.com/company/sellabilities/ [https://www.linkedin.com/company/sellabilities/] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.