Video

If you’re a small business owner how much money and time do you spend on marketing?  Trying to generate more leads.  And how much effort do you put into sales, actually converting [...]

Sales.  It’s such a loaded word for many coaches and consultants.  They cringe at the thought of contacting strangers to convince them to buy.  And to a large extent I can’t blame [...]

Selling! It’s such a loaded word. And it’s surprising how many people hate the thought of doing it. Which is fine, unless your livelihood depends on it. And as a consultant or business [...]

Over the years I’ve learned one thing about prospects. They lie! Generally not intentionally, but they lie all the same. Now before you take umbrage and reply telling me you’ve never done [...]

How often do you reach out to a prospect?  Once?  Twice? Three times?  Even more? Would it surprise you to know that the majority of people stop after the first contact.  But [...]

Have you ever had what seemed like a great sales conversation and had your prospect say, send me a proposal? You then spend the next however long creating and sending it off.  [...]

Want to become a better communicator?  Ensure you get your message through? The rate someone normally speaks at reflects the rate at which they process information.  This has major implications in persuasion [...]

A speaker in an innovation workshop kept humorously stating he was an overnight success after 15 years of hard slog.  And that more often than not, things take much longer to come [...]

If you’re anything like me you get a lot of unsolicited sales calls. Usually they make a number of common mistakes which means they get short shrift from me! So if your [...]

A client lost a multi-million dollar job because they didn’t take our advice. They’d bid for a job with a previous client. The selection panel consisted of five people.  Four had worked [...]

When you pay for a job to be done, no matter what it is, how do you know it was done well? What were you looking for in the result that told [...]

Congratulations, you’ve worked hard to get a meeting with a prospect who’s a senior decision maker. It’s the first time you’re meeting and you’re eager to showcase your wares.  So you walk [...]

We buy on emotion and justify our decisions with logic. However, most people when asked what they’re looking for will give you a superficial, logical answer. Your job is peel back the [...]

If you experience prospects who give you the run-a-round and keep making excuses you haven’t found out their intrinsic motivation for taking action. Let’s look at what’s happening.   Transcript [...]