Tag Archives: Salesmanship

I remember being a rookie programmer thrown into sales, and suddenly I’m in Queensland trying to build a company. The transition was a shock, I won’t lie. The real game-changer came when I stumbled upon a guy named Paul Dunn, who ran this seminar, ‘Skills for Successful Selling.’ Paul was adamant about one thing: ring up your customers. Simple, right? But here’s where it gets interesting.

“It’s actually a better conversation when the client says no than when they just agree to buy, because you haven’t found out whether you’re charging enough or learned anything about why they’d bother. When you ask why, it leads to insights that are like gold dust to a salesman.” John Puttick

So, you call up a customer, and let’s say he says no to buying your computer system. The typical response? Hang up, move on. But Paul taught us to dig deeper. “That’s interesting, Mr. Blogs,” I’d say, “Thank you for your answer. You must have had a reason for saying that. Do you mind me asking what it was?”

It’s a technique from the 70s, but boy, does it open doors. You see, it shifts the conversation. Suddenly, the customer realizes you’re actually interested in his reasons. Most of the time, this prompts a rant about their current tech frustrations, which, let me tell you, is gold for a salesman.

The insights you gather from such a conversation are invaluable. You’re not just selling anymore; you’re consulting, understanding their pain points, which often leads to better, more fruitful discussions than a simple yes would have. It gives you the ammo to come back with something tailored just for them, something that addresses their specific concerns.

This approach not only sets the stage for a deeper relationship but also challenges you to think on your feet. Every objection, every rant is an opportunity to learn what really turns your customer on or off. This method of engaging isn’t just about making a sale—it’s about crafting solutions that resonate on a personal level with your clients. That’s how you turn a no into a yes, and a single sale into a loyal customer..

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John Puttick( Industry Professor )

John Puttick significantly shaped Australia’s IT sector by founding GBST Holdings, which processes about half of the Australian Stock Exchange transactions. He pioneered key enterprise system development techniques and project management methods. As an Adjunct Professor at the University of Queensland and Chair of QUT’s Faculty Development Committee, he has influenced academic programs and IT education. His career blends intense business involvement with substantial contributions to community and education

John Puttick has made a distinguished contribution to the field of IT in Australia through pioneering many techniques for the successful development of large scale enterprise systems including rigorous project management. John Puttick established Star Systems, now GBST Holdings, which went on to become a leading provider of ICT solutions to stockbrokers and banks. In the process GBST Holdings helped establish world standard solutions which are used by both global and local companies, and has resulted in the company’s platform processing approximately half of all the transactions on the Australian Stock Exchange.As Adjunct Professor with the University of Queensland John Puttick has provided advice on course and product development helping to guide the University’s Faculty of Engineering, Physical Sciences and Architecture to a premier position in computer science. Australian Computer Society | Hall of Fame | 2017 As Chair of the QUT’s Faculty Development Committee, John Puttick has helped its transition from a department to a school and now a faculty with a first class reputation for providing IT graduates. John Puttick has successfully combined a demanding business career with extensive community involvement and along the way made major contributions to Australian business by harnessing IT to produce realised benefits for enterprises.