Posts Taged melbourne-business-coach

Want to Know How to Sell… All you have to do is ask?

When it comes to sales your customers quite literally have all the answers.

Have you ever answered a question with a question? Would that be making a difference to your conversion rate? The answer to the latter is most definitely yes! Asking questions not only increases your conversion rate, but builds rapport with your customer and ensures that the sale becomes their idea and not yours. 


Asking questions also means active listening. You can ask questions about your customers work, business, kids or hobbies but make sure that your are listening with sincere interest. It may even be helpful to note down some of the answers – such as the names of their kids, interests etc for future communication. By asking questions and listening, you are building rapport and attaching importance to their conversation.

Also, by asking questions you are remaining in control of the conversation. Once you find yourself doing all the talking you are no longer in control. Just remember that the person asking questions sets the direction for the conversation. If the customer is dominating the conversation by asking you questions make sure you answer the question with a question. However, try to vary the questions that you ask. You may remember from looking after your own children or babysitting that being asked “but why?” over and over again tends to get a little monotonous.

Questions can guide consumer interest, discover a need and give accurate information.  There are two commonly known types of questioning – open ended and closed questions.


Building Rapport and Qualifying

Open-ended questions are an excellent way to ensure customer involvement in the conversation and are key to identifying not only what they need but a lot about themselves.  You can use open-ended questions to build rapport, to find a need, to discover a customer problem and find the right solution. In journalism there are six key questions used in the interviewing process which is as equally useful in sales – who, what, where, when, why and how.

Here are a few example of open-ended questions which are very useful:

  • Who are you buying the product/service for?
  • How often would you use the product/service?
  • What features were you looking for in this product/service?


This type of questioning yields a lot of great information from your customer and helps you determine which product/service is uniquely suited to them.

Closed questions tend to get one word answers “yes” or “no”. They can be used to gather information quickly – not unlike a check-list. Using closed questions can also confirm a buying detail and help confirm the sale.

By using questions you are encouraging the customer to communicate, building rapport, establishing their needs, directing the conversation, diffusing tension and inviting discussion.

Learning the art of questioning and listening is the key to increasing your conversion rate and well on the way to creating a continuing customer relationship.


By David Guest

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Successful Recruiting


I want to share a client success story today around recruitment. One of the things most people in business are scared of is building their team. When you go forward into the recruiting process with a clear vision of what you need, you’ll find that the right people will appear who can really help you with your business.

First we sat down and identified the tasks, then we went to work on defining the role. In doing this, people showed up out of the woodwork… They recruited 4 people out of an interview process where they were only expecting 1. This recruitment process ensured that the people who arrived for the interview were the perfect candidate for what the job.

The tip here is to be really clear on what your recruiting for, who is your perfect candidate? and then go to the market and you’ll be surprised how many people are available that that can help you grow your business.


If you want FREE expert guidance on your recruitment process, click the button below to register:


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The Advantages of Self-Managed Teams In Your Business

Self-managed teams are the way that many publicly respected organisations are achieving financial success and brand loyalty today.

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How to Deal with a Cash Flow Shortage in Your Business

Entrepreneurs are known to be both financial extravagant and spendthrift in equal measure depending upon circumstances. They are keen to watch outgoings wherever possible, but will splash around money when it comes to advertising and marketing.

How to Deal with a Cash Flow Shortage in Your Business
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Productivity Secrets for Business Owners

David Guest, a business coach based in Melbourne tells us that,

Productivity Secrets for Business Owners
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15 Obscure Tips To Improve Cash Flow

Some cash flow tips may seem quite broad. That’s because there’s a lot more to cash flow management than just getting in more money. Sometimes, you have to dig deep and decide for yourself what’s really important.

Use these obscure but time-tested cash flow tips and watch your income soar.

15 Obscure Cash Flow Tips That Help Grow Your Business

  1. Make time for working ‘on the business’
  2. Delegate (not abdicate) as much as you possible
  3. Know your daily and overall goals
  4. Get organised – don’t waste valuable time looking for things.
  5. Remain focused during meetings
  6. Know your effective hourly rate
  7. Schedule quiet time each day
  8. Ask for help when you need it
  9. Don’t allow phone calls, emails and instant message alerts to distract you
  10. Learn to say “no”
  11. Invest in training or business coaching to speed up your learning. (It’ll pay dividends in the long-run.)
  12. Prioritise your to-do list and remove items that are neither important nor urgent
  13. Do one thing at a time
  14. Trust and listen to your intuition
  15. Communicate what you want clearly

If there were ever a mantra for consistent cash flow, it would be clarity of thought and clarity of mind and that means taking the time out to plan, with the help of the team you have around you, how each and every dollar works for you and your business.

If achieving this clarity is something you’re ready to undertake right now, sign up to the 14-Day Action Challenge – our free online course to help you get back more time and achieve even greater results for your business.

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6 Reasons Why You Need To Understand Your Financial Reports

Your financial reports are a numerical and mostly objective insight into the health of your business. When you learn to read and understand your financial reports, you are able to understand the real position your business is in, rather than your ‘gut feel’.

6 Reasons Why You Need To Understand Your Financial Reports
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Time Management versus Getting Stuff Done

There are two kinds of people in the professional world. The first kind tries to improve their grasp over time management and efficiency skills and attain a consistency when dealing with work tasks. The second kind tries to use any means possible to just get the job done at any cost. To an untrained person or someone with not a great deal of experience and exposure, the latter might seem like a very result oriented way of looking at things and hence seem like a better option. David Guest, a business coach in Melbourne, tries to help us see the bigger picture. He stresses extra importance to time management knowing how much it helps businesses grow in the long run as opposed to just pleasing a few clients momentarily.

Time Management versus Getting Things Done
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How to Price Your Product or Service

As a business owner there are certain things you need to know about price and pricing products and services you sell to make your business more profitable and have an increased cashflow according to Melbourne Business Coach David Guest.

How to Price Your Product or Service
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How Time Management and Delegation Combine for Business Success

Time management has become increasingly important particularly in the modern hectic and frenetic workplace.

How Time Management and Delegation combine for Business Success
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