You may recall I’ve mentioned in previous blogs and newsletters the fact that ‘the extra mile is rarely crowded’ and that going that extra mile can so often put you ‘miles ahead’ of the competition. Based on my experiences trying to buy a new car recently, I have two observations [...]
So Sometimes it’s better NOT to focus on your goals… This is a true story… A man sat in a metro station in Washington DC and started to play the violin; it was a cold January morning. He played six Bach pieces for about 45 minutes. During that time, since [...]
One of the exercises I sometimes take delegates through in sales master classes is to ask them to list the USPs of their product or service. Sometimes this exercise is done individually and other times it’s brainstormed in groups. When they have completed this first exercise, I then ask them [...]
It was my good friend and sales guru Brian Tracey who once said: “Selling is the oldest profession – some say there’s an older one but that’s just a sub division of sales”. So what’s that got to do with me wanting to make you feel uncomfortable? Well simply this… [...]
Don’t make this mistake… It is almost certain that before contacting you or responding to an initial approach from you, prospective customers or clients are going to check out your company and / or you on your website and other places such as Linked In, Facebook etc. According to all [...]
I recently watched a TV programme featuring the experts in the British Army in Afghanistan who are responsible for locating and defusing or safely exploding IEds (Improvised Exploding Devices). In other words home made Land Mines. These devices are buried just below ground level in their hundreds, if not thousands, [...]
I don’t bury my head in the sand and so continue to listen to the news on the radio, catch some of it on TV and read the occasional newspaper. When I see what many experts have to say about the economy, I think that for many people it is [...]
Yes, it’s really simple and really does work. So for just this week: • Do more of the things that work well for you. • Do less of the things that are not working well for you. At the end of the week, on the basis of your results, decide [...]
This astounded and horrified me – how about you? On Sunday morning I had a three way telephone conversation with my representative in India and the CEO of a major organisation employing a sales team of some 48,000 people including salespeople, sales managers and trainers. The purpose was to discuss [...]
As well as working with salespeople and sales teams, for much of my time I am involved with my SME clients helping them to grow their businesses. I also spend more time than I would like and sometimes get more than a little frustrated that I have to coax them [...]
