Sales Success Is A Process


I believe sales success comes from following a process, it’s like baking a cake if you follow the recipe you will get the dish.

What creates the sales results we want? The answer is simple: Sustained activity with achievement.

I coach an under 17s in football – I tell my players if you want to win you must focus on the 2nd or 3rd efforts and play as a team.

What do I mean by the 2nd and 3rd efforts and how does that relate to sales or life? When a player loses the ball he keeps persisting and keeps trying to get the ball back and finally it happens he gets it back.

Research shows that 80% of sales are closed after the fifth call. So why do over 60% of sales people call the customer less then 4 times?

The same thing happens in life – most people try something once, it doesn’t work so they give up.

Just like anything – in order to win in football or sales you must produce the right activity.

In sales it is all about how many people you contact, present and follow up then persist and not give up.

Statistics show that 80% of sales are made after the 5th call – how many sales people do you think follow up more than 5 times?

I used to think it was about 20% – The statistics however are actually a little worse than 20%.

  • 48% of sales people never follow up with a prospect
  • 25% of sales people make a second contact and stop
  • 12% of sales people make more than three contacts

In football or any sport. It is the 2nd and 3rd efforts – that is the difference between winning and losing.

In sales, it’s the ability to persist and consistently follow up that will get you the sale.

In life, its the ability to keep going when you have nothing left and you feel like quitting.

Success in anything is a process and if we follow that process we will get the results we want.

There is no secret to success – It is hard work, persistence and the ability to keep on going when you feel like giving up.

The Importantance Of Vision


I believe the challenge that most businesses face is getting people to work together for a common goal.

How do you get your people to focus on what is important? And what needs to happen in order to achieve a specific goal?

Do you as a company have a specific clear definite purpose?

Do you know the strengths and weaknesses of your people?

Are they working as a unit or does every team/person work individually?

Over the last 12 months I have had the pleasure of working with Marriott Melbourne and what stands out is that because of one man’s vision they have grown to over 3500 hotels globally and have the most loyal and long serving staff in the hospitality industry.

Thinking about it what Bill Marriott has achieved – reminds me of Steven Covey’s 8th Habit

Find your voice and inspire others to find theirs.

“Vision is about more than just getting things done, accomplishing some task, achieving something; it is about discovering and expanding our view of others, affirming them, believing in them, and helping them discover and realize the potential within them—helping them find their own voice.”

—Stephen Covey

Recently I had the pleasure of being invited to the Marriott Melbourne customer appreciation breakfast event and no matter which employee I spoke to I couldn’t help notice the passion and commitment to serve which I believe comes from the Marriott’s core values.

  1. Put people first
  2. Pursue Excellence
  3. Embrace Change
  4. Act with integrity
  5. Serve our World

I believe the greatest asset a business/company has are its people, and if the vision you have of yourself and company is strong then it will inspire change.

Change always happens from the top.

People build companies not the other way around.

What is your vision?  Does it inspire change?

What are your business goals?

Why are you doing what you are doing?

I wish you many great successes on your journey and please do not hesitate to contact me if you feel I can contribute to your success.

Frank Ziovas

You have to adapt to survive

Hamilton Bradshaw



THERE has been plenty of talk in recent months about the future or not of the high street. The retail sector has been one of the hardest hit by recession and is only now starting to show the early signs of some kind of recovery.

Personal incomes have been impacted by the general freeze on wage settlements combined with big increases in energy bills, the price of fuel and the cost of basic foodstuffs.
The ongoing policy of keeping interest rates to a minimum and the fact that firms have kept salary settlements to a minimum has meant that level of redundancies and personal bankruptcies has not been as high as originally predicted.
But the general lack of confidence in the economy and an understandable caution to spend on big ticket items has meant that retail has struggled over the last five years and there have…

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Building a Winning Team


There is no greater feeling than winning, whether it’s on a sporting field or business.

Vince Lambardi said “Winning isn’t everything but the will to win is”.

Just like everything building a winning team is a continual process of self improvement and the ability to recognise one strengths and weaknesses, focus on the individuals strengths continue working on their weaknesses and know what motivates that individual.

Demand excellence, hard work, dedication, respect to oneself  and your teammates and always have a clear direction of where you want to go.
I started coaching under 13’s football (soccer) in January this year. When I started my goal was to improve the teams skills, get the players playing as a team, respect themselves and their teammates, work hard, and always give 100%.
In the first 6 weeks we won 1 game, had 1 draw and lost 4 by an average of 4 goals. The next 7 weeks we lost 2 games and Won 5. The games we lost were only by 1 goal by a team that had 12 players when we had 10 and the top of the able team who only lost 1 game all season.
The previous season the same team bar 4 players were losing games by an average of 5 goals a game.

I know what you are thinking, how does this relate to my business? it’s an under 13 soccer team!
That is a great question.

The principles of creating a winning team are same.
1. Know your players (your team) strengths, weaknesses, what motivates them, praise them when they do something right, coach them when they stuff up, create a culture of excellence and communicate effectively.
2. Make sure your players (team) are in the right positions. You can’t play a defender up forward and expect to win the game.
3. Lead by example, don’t just preach. Care about your players (your team) if they see you care then they will give everything. (“People don’t care how much you know until they know how much you care”)
4. The Coach, Sales Manager, Sales Director, CEO are responsible for the results their teams are producing. If your team is under performing take responsibility.
5. Develop a winning philosophy by consistently improving on your leadership style and by consistently improving your team.
6. Be great at analysing players (your team) get them to fill roles as part of the team, paying attention to fundamentals and details, and working well with others.

Even though my players are only 13 years old, I demand they train hard, respect themselves, their team mates, believe in themselves and each other, always encourage each other and whether training or playing give their absolute best and in doing so they will win regardless of the score board.

Teamwork is the ability to work together toward a common vision. The ability to direct individual accomplishments toward organizational objectives. It is the fuel that allows common people to attain uncommon results.
– Andrew Carnegie

Businesses Don’t Fail, People Do.


Some business or sales people have some great goals that they would love to achieve but before they start they take a nice long break at the place called someday I’ll. I believe 80% of the population lives on someday I’ll.
Someday I’ll start making money
Someday I’ll get financially independent
Someday I’ll quit smoking
Someday I’ll get serious about my business
If you want to achieve things you have to vote yourself of the island and start taking charge of your life.
The major difference I have found between successful people and those who are not successful is:
Successful people take charge they get an idea then get on with it and do it, they attract the people, resources and everything they need to make things work.                                        They don’t leave anything to chance.
Unsuccessful people get a get the same idea but instead of getting on with it they make excuses why they can’t succeed.
Most people know what they should do in order to achieve their goals, increase their income, create more customers but knowing what you need to do and taking that action to produce the results are completely different things.
As Vince Lombardi once said “Winning is not a sometime thing; it’s an all time thing. You don’t win once in a while, you don’t do things right once in a while, you do them right all the time. Winning is habit. Unfortunately, so is losing”.
In my opinion businesses don’t fail people do.
Most people fail because they want to do things they feel comfortable with, in other words they take it easy and casual. However as Les Brown says “If you take things causal you will end up a casualty”
Your competition is not standing still. So if you are not taking the action required to grow your customer base you will start stagnating and eventually you will be out of business.
Here are 2 actions you can take right now to increase your customer base and therefore your sales.
1. Contact 10 new prospects per day and 2. Follow up

Challenges of Hotel Sales Professionals in Australia


In today’s competitive climate, Hotel Management faces two pressing issues – an ongoing turnover of staff and a shortage of qualified and experienced sales professionals. The shortage of seasoned hospitality sales professionals is often the reality when it comes to promoting your product or service. Inexperience results in ineffective sales efforts, which in turn result in missed sales opportunities.

Not long ago I called 2 major hotel chains for a price on 200 room nights per year for a business partner.

Chain one: I called at 4:50pm on a Wednesday, I was put through to 3 different departments before finally someone told me the sales staff had all gone home for the day. They asked for my details and promised that someone would call me the next day…This was almost 2 months ago and I am still yet to receive a call.

Chain two: Called at 5:15pm the same day, spoke to a sales person-they were helpful and friendly sent out the quote when they promised however there was no follow up.

In sales we must Prospect, Present and Follow up.

It doesn’t matter how well we prospect and present if we don’t  follow up we miss out on opportunities and loose sales, which means loss of revenue lower occupancy rates (for hotels).

In the hospitality industry how many of these sales opportunities fall by the way side because sales professionals don’t follow up?


How much revenue are hotels loosing on a yearly basis because of inexperienced sales professionals?

I believe the hospitality industry needs to start hiring sales professionals from other industries and update the skills of their current sales professionals so they have a better understanding of the sales process.

If you think Training is expensive what will incompetence cost you?