What’s the biggest asset in your business? Is it your intellectual property or IP? Your employees? Plant and material? Maybe even office buildings? While all of these are important – frankly the [...]
It was a beautiful balmy afternoon in Paris. A young woman walking past the cafes on the Left Bank came across Pablo Picasso sketching the people walking by. Excitedly, she walked up [...]
Who’s your biggest sales competitor? It’s not whom you think. It’s the status quo. Doing nothing is the easiest thing for people to do – even if the process or products they’re [...]
In sales, one of the fundamental questions you need to ask yourself is, “Why should someone buy from me rather than my competitors?” Or indeed, “Why should a prospect do anything at [...]
I love my Nespresso coffee machine. You couldn’t pry it away from me for all the tea in China. Ironically though, I fought long and hard against getting one with comments to [...]
“I can’t do that! I’d get taken to the cleaners!”, is a common reaction whenever we suggest putting up a strong guarantee. One that makes you gasp and wonder how you’d ever [...]
Which would you rather be? The business that sells a commoditised product or service where there is no way to differentiate the offering except on price? Or the Guru sitting at the [...]
If I asked you what you knew, really knew, about your clients what would you be able to tell me? Could you describe them in detail? Know exactly what they’d bought and [...]
Here’s a quick question… What’s the number one reason most small businesses fail? If you said lack of cash flow – you’d be half right. Believe it or not, the number one [...]
One of the greatest barriers to profitability is discounting. In fact I’d go so far as to say discounting is positively evil, insidious and will send you broke! Take any of the [...]
Over the last 30 years I’ve worked with some very successful and savvy professional sales people. And I’ve noticed that regardless of personal style, all successful professional salespeople do three things extremely [...]
Any Olympic competitor will tell you winning is as much a mind game as being proficient in your chosen sport. It takes years of physical and mental training to reach the top. [...]