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Blog Ian Stephens

Ian Stephens

Ian StephensIan Stephens one of Australia's leading motivational keynote speakers on sales, customer service and business development. A speaker with a passion for the practical, Ian's entertaining and dynamic talks demonstrate how to build and create practical productivity tools, and develop skills that the front-facing people can use to increase revenue.

Busting the four myths of sales effectiveness

Wednesday, 30 May 2012 Written by Ian Stephens

'Show me the money' screams the Sales Manager adopting Jerry McGuire's attitude. And so starts the conditioning which leads to myth creation in the sales industry. Ian Stephens, Australia's #1 sales peak performance coach, smashes four myths which are responsible for millions in lost sales opportunities.

Myth 1: Results are the most important thing in sales

Does your organisation suffer from ‘RFP’ - the Results Focused Paradigm? They slice and dice the numbers every which way... daily, weekly, monthly, by product, by postcode. It’s a disease. Our focus has swung too far - analysing results at the expense of the inputs that create the outputs.

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