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Why is it that most salespeople automatically go into "pitch mode"? Insisting on telling us all about their wonderful product or service without finding out what's important to us? Take Jim. He's [...]
We all know dogs can smell fear. What you may not realise is that people can as well. And we can sense fear’s close cousin, desperation. The desperation that comes when you [...]
Henry Ford said, whether you think you can or think you can’t you’re right. All success or failure starts in your mind with a thought. Which is probably where the whole positive [...]
Having had a corporate and business sales career spanning 30 years I’ve come to an inescapable conclusion. Something that if you don’t take into account and handle, will cost you dearly. That [...]
In almost two decades consulting to business owners I’ve come to realise all successful business owners and leaders exhibit certain traits that lead them to success. Now while this is by no [...]
Mistakes. We all make them. But it’s what we then do that defines us. Especially when that involves our clients. Transcript Mistakes. We all make them. But it’s what we [...]
Are you a gambler? Would you roll the dice with a 3 million dollar stake hoping it’ll pay off in spades? No? Didn’t think so. Sounds like madness for most of us, yet [...]
Are you someone who plans everything to the nth degree? Cautious in your approach, maybe averse to risk? You come up with good ideas, know a lot about a lot, but often [...]
Have you ever felt confused by too much choice? A café menu board with 50 variations of exotic sandwiches. I know I have. And ironically all this choice means I either [...]
Are you a victim of the modern curse of always being "on"? Constantly checking your email, social media and text messages? Feel as if you're drowning? If so, I strongly suggest you [...]
It's difficult enough getting new clients, so how can you make sure they stay in the fold? Unless you have a strategy to keep providing value, why would they stay? In this [...]
Do you sabotage yourself? In life, work or business? Look, we all do it to some extent. Full of good intentions we still avoid doing things we know would be good for [...]
Are you a commodity? You may not reckon you are, but you market sure thinks so. Don’t believe me? Tell me what you’d say when someone asks what you do. (Full transcript [...]
Do you get out of the blue prospecting emails where the sender rabbits on about how wonderful they are and how they can solve all your problems? But they haven’t spent one [...]
Let’s talk about a common issue faced by many professional consultants. A fear of selling. Maybe even an absolute dislike or hatred. You think selling is manipulative. That you have to convince [...]
If you’re in business have you ever experienced the feast and famine so prevalent in small to medium sized businesses? At times you’re super busy and you don’t have time to scratch [...]
Your business success or lack thereof is a direct reflection of your mindset. How expansive or closed you are. By mentoring and coaching business leaders ranging from solo professionals to owners and [...]
If you employ people you know your number one risk is ending up with a person who doesn’t fit the role as well you thought they would. And that costs you time, [...]
You know your new product is a game changer. But you can’t seem to get traction. How do you convince dyed in the wool prospects to give you a hearing? [...]
Over 20 years I've coached hundreds of salespeople. Most could effectively deal prospects in their own peer level. But only a few could take it up to senior management and be treated [...]
Have you ever walked into a shop to just look around and ended up walking out with a rather expensive item you had no initial intention of buying? I know [...]
What I’m going to say now may well surprise you. And your initial thought might be, that can’t be right. But hear me out. Having worked in corporate and small business sales [...]
Have you ever been cheesed off because you gave a referral, they got the business, but you never heard back. No acknowledgement or thank you. I know I have. Today I’m going [...]
I’m sure you’ve asked for referrals, maybe from clients, associates, even friends. hey say yes of course, but nothing happens. You may ask again, but still nothing. Disappointed, you eventually give up. [...]
There’s a big myth. That getting a referral means you just rock up and the sale is in the bag. Nothing is further from the truth. In essence a referral is nothing [...]
Ask any business owner and they’ll say referrals are the best source of new business. And they’re right. A good referral could be worth their weight in gold. But ask the next [...]
People often ask me how they can get their marketing message in front of the right prospects. Given the plethora of choice between newspapers, magazines, physical mail, fax, phone, SMS, online advertising [...]
What’s the one thing guaranteed to perk your immediate interest? It’s hearing your name mentioned across a crowded room. Self-interest sparks and you immediately wonder what they’re talking about and why. Your [...]
Many years ago a mentor who’s an extremely wealthy businessman hammered a concept into me. You can be the Jack of all trades, and master of none. Or you can be a [...]
Steven Covey popularised the phrase, start with the end in mind. Something that’s especially important when sitting down with a prospect for the first time. Today we’ll go over how to start [...]
Over the years we’ve observed many small business owners, especially professional consultancy firms confuse the urgent and the important. So rather than focusing on activities that produce financial stability and predictability of [...]
Do you drop everything when a prospect or client calls? Or do you have a business posture which says, "I provide real value and my time and knowledge deserves to be respected". [...]
A client recently asked how to handle a price objection. Their prospect wanted a major discount which would have meant shaving almost $5,000 off the price. Before I recount how I told [...]
Would you like to double your revenue and profit within one year or less? In this video series we'll cover 10 marketing and sales mistakes most businesses make and how to correct [...]
