How the 80/20 rule will help you prospect more effectively
Commercially smart business owners understand the concept of leverage and the 80/20 rule. Concentrating 20% of your effort to give[...]
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[...]
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[...]
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[...]
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 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 “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 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.[...]
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.[...]
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[...]
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[...]