Video2019-08-09T12:18:30+11:00
Do you have sales posture?
You’ve finally got that meeting with who you believe could be a good prospect.  You turn up at the appointed[...]
A fundamental Start-Up mistake!
AI, block chain and Fin Tech start-ups appear to be sprouting up everywhere.  Founded by someone who has what they[...]
What are your blind spots?
What do you do when confronted with a new idea or way of doing something? Do you immediately go, “It[...]
How to control your next sales conversation
Have you ever found yourself rambling in a sales meeting? Losing control of the conversation? So you find yourself going[...]
The myth of content marketing
Content marketing.  It’s been all the rage for a few years.  But has it brought the results you hoped for?[...]
Stop marketing – Do this instead!
If you’re a small business owner how much money and time do you spend on marketing?  Trying to generate more[...]
How to win more deals
Sales.  It’s such a loaded word for many coaches and consultants.  They cringe at the thought of contacting strangers to[...]
Who’s your real competition?
Who’s your biggest sales competitor? It’s not whom you think. It’s the status quo. Doing nothing is the easiest thing[...]
Is “Selling” a loaded word for you?
Selling! It’s such a loaded word. And it’s surprising how many people hate the thought of doing it. Which is[...]
Prospects Lie. Get over it!
Over the years I’ve learned one thing about prospects. They lie! Generally not intentionally, but they lie all the same.[...]
Reaching out…
How often do you reach out to a prospect?  Once?  Twice? Three times?  Even more? Would it surprise you to[...]
Why you shouldn’t send proposals
Have you ever had what seemed like a great sales conversation and had your prospect say, send me a proposal?[...]
The curse of perfectionism
Are you a perfectionist?  Someone who wants everything to line up before you get out there. There’s a useful saying[...]
When should you fire a client?
Have you ever had a client you regretted taking on?  Unfortunately it’s a scenario that many of us face at[...]
What’s your money thermostat?
Money!  It’s such a loaded word for many of us.  Especially when it comes to what we can earn and[...]
Why speech rate matters
Want to become a better communicator?  Ensure you get your message through? The rate someone normally speaks at reflects the[...]
The only thing you can control in sales is…
A speaker in an innovation workshop kept humorously stating he was an overnight success after 15 years of hard slog. [...]
Grappling with a difficult problem? The answer might be right next door
Have you ever grappled with a difficult problem.  Sat with it for days, weeks or even months getting more and[...]
How contactable are you?
How easy do you make it for prospects to contact you?  How about referral sources? I'm constantly amazed at how[...]
Why are you in business? What’s your ultimate outcome?
Why did you get into business in the first place?  What did you aspire to? If it was to eventually[...]
Have you got a clear 90 day plan?
Do you have a clear 12 month strategy and direction for your business?  Have 90 day plans which outline exactly[...]
Which business model is right for you?
Are you a business owner?  If so what business model are you using?  Is it a practice, business or hybrid?[...]
How to get more high quality referrals
Would you like to get more high quality referrals? When coaching professional consultants looking to expand their reach we get[...]
Why getting client feedback is vital
As a business leader when was the last time you asked your clients for feedback on how you’re going?  What[...]
Are these delusions costing you sales results?
Former US president George W. Bush is infamous for saying, “Fool me once, shame on you; fool me twice, shame[...]
Getting leverage in your business
As a business leader where do you spend your time? Are you getting the best ROI for your efforts? Could[...]
On LinkedIn? Here’s my challenge to you…
Quick question for you.  Do you have a lot of LinkedIn connections?  Do you regularly add to them? If so,[...]
Are you a doorway or a doormat?
Having worked with leaders over two decades, we have proven time and time again that mindset is the first and[...]
Chasing opportunities? When less is more…
Opportunities.  Some people see them everywhere.  They try to grab each and run with them.  There are times when it’s[...]
From hero to oblivion in 90 days!
90 days. It's all it takes to go from hero to oblivion in your customers' minds.   Transcript 90 days.[...]
Mindset – the secret sauce underlying…
Do you have what it takes to be successful in business? Over the years we’ve worked with a multitude of[...]
The “IDS” decision making process
This is the final in our three part series on how to make good decisions and become a better leader.[...]
The 10 commandments of good decision making
I’m continuing the series on good decision making. In a previous video I covered why having a clear vision, core[...]
How to make better decisions as a leader!
All great leaders exhibit one common quality.  The ability to make decisions.  More often than not, without complete information they[...]
The paradox between marketing & sales
There’s a paradox between marketing and sales. In marketing, the credo is the more you tell the more you sell.[...]
Don’t make these Telemarketing Mistakes
If you’re anything like me you get a lot of unsolicited sales calls. Usually they make a number of common[...]
Want to grow as a leader? Ask this question…
All successful leaders embody a mindset of constant learning. The lessons we value most are things that we discover for[...]
This mistake cost them a multi-million dollar deal…
A client lost a multi-million dollar job because they didn’t take our advice. They’d bid for a job with a[...]
The “WWW” question you must ask as a leader
One of the greatest dangers we face is fossilisation of our minds.  Believing that what used to work will continue[...]
The importance of evidence criteria in selling
When you pay for a job to be done, no matter what it is, how do you know it was[...]
Ditch the Power Point!
Congratulations, you’ve worked hard to get a meeting with a prospect who’s a senior decision maker. It’s the first time[...]
How to elicit what your prospects really want!
We buy on emotion and justify our decisions with logic. However, most people when asked what they’re looking for will[...]
Uncovering your prospect’s buying motivations
If you experience prospects who give you the run-a-round and keep making excuses you haven’t found out their intrinsic motivation[...]
Why you should never start a sales conversation with a pitch!
Over a 30 year sales career I’ve probably made every mistake in the book. The biggest one is starting a[...]
Why “your intent” in critical in sales
In a sales career spanning 30 years I have found the most important predictor of success is your intent going[...]
Selling? Don’t ignore this person!
When dealing with two or more people in a sales presentation ignore the "quiet ones" at your peril.  Here's why...[...]
Stop “vomiting” on your prospects
Why is it that most salespeople automatically go into "pitch mode"?  Insisting on telling us all about their wonderful product[...]
Why prospects smell desperation
We all know dogs can smell fear.  What you may not realise is that people can as well.  And we[...]
Why positive thinking doesn’t work… and what to do instead!
Henry Ford said, whether you think you can or think you can’t you’re right. All success or failure starts in[...]
Why ignoring personal agendas will cost you sales
Having had a corporate and business sales career spanning 30 years I’ve come to an inescapable conclusion. Something that if[...]
7 Traits all Successful People Embody
In almost two decades consulting to business owners I’ve come to realise all successful business owners and leaders exhibit certain[...]
How mistakes can lead to trust and loyalty
Mistakes. We all make them. But it’s what we then do that defines us. Especially when that involves our clients.[...]
Why “clever” and funny advertising often doesn’t work!
Are you a gambler?  Would you roll the dice with a 3 million dollar stake hoping it’ll pay off in spades?[...]
Are you a Thinker or Jumper? And why it matters…
Are you someone who plans everything to the nth degree? Cautious in your approach, maybe averse to risk?  You come[...]
When less is more – the curse of too much choice
  Have you ever felt confused by too much choice? A café menu board with 50 variations of exotic sandwiches.[...]
Why you should just stop and think!
Are you a victim of the modern curse of always being "on"?  Constantly checking your email, social media and text[...]
How to ensure your business thrives – long term!
It's difficult enough getting new clients, so how can you make sure they stay in the fold? Unless you have[...]
How we sabotage our success
Do you sabotage yourself?  In life, work or business? Look, we all do it to some extent.  Full of good[...]
Are you a commodity?
Are you a commodity? You may not reckon you are, but you market sure thinks so. Don’t believe me? Tell[...]
A harsh unpalatable truth!
Do you get out of the blue prospecting emails where the sender rabbits on about how wonderful they are and[...]
What selling really is all about….
Let’s talk about a common issue faced by many professional consultants. A fear of selling. Maybe even an absolute dislike[...]
How to cure “feast and famine” in your business
If you’re in business have you ever experienced the feast and famine so prevalent in small to medium sized businesses? [...]
The ultimate contributor to your success is….
Your business success or lack thereof is a direct reflection of your mindset.  How expansive or closed you are. By[...]
How to match salespeople to the right role
If you employ people you know your number one risk is ending up with a person who doesn’t fit the[...]
How to “sell” a new concept
You know your new product is a game changer. But you can’t seem to get traction. How do you convince[...]
Why “executive rapport” matters in sales
Over 20 years I've coached hundreds of salespeople. Most could effectively deal prospects in their own peer level. But only[...]
Are you an adviser or pleaser?
Have you ever walked into a shop to just look around and ended up walking out with a rather expensive[...]
Are salespeople born or made? The answer may surprise you
What I’m going to say now may well surprise you. And your initial thought might be, that can’t be right.[...]
Want more referrals? Change your mindset
Have you ever been cheesed off because you gave a referral, they got the business, but you never heard back. [...]
How Referral Kits make it easier to generate referrals
I’m sure you’ve asked for referrals, maybe from clients, associates, even friends. hey say yes of course, but nothing happens.[...]
4 referral scenarios and how to deal with them…
There’s a big myth. That getting a referral means you just rock up and the sale is in the bag.[...]
Are you cultivating Referral Partners?
Ask any business owner and they’ll say referrals are the best source of new business. And they’re right. A good[...]
Choosing the right media
People often ask me how they can get their marketing message in front of the right prospects. Given the plethora[...]
What’s the one thing guaranteed to perk your immediate interest?
What’s the one thing guaranteed to perk your immediate interest?  It’s hearing your name mentioned across a crowded room. Self-interest[...]
Why specialising is important…
Many years ago a mentor who’s an extremely wealthy businessman hammered a concept into me. You can be the Jack[...]
How to start a sales conversation with a high value prospect
Steven Covey popularised the phrase, start with the end in mind. Something that’s especially important when sitting down with a[...]
Confusing the Urgent and the Important
Over the years we’ve observed many small business owners, especially professional consultancy firms confuse the urgent and the important.  So[...]
The availability trap
Do you drop everything when a prospect or client calls? Or do you have a business posture which says, "I[...]
How to avoid discounting your services (Video)
A client recently asked how to handle a price objection. Their prospect wanted a major discount which would have meant[...]
What business are you really in?
Would you like to double your revenue and profit within one year or less? In this video series we'll cover[...]