I believe it was Albert Einstein who first coined that phrase and it has been repeated by many personal development gurus and success coaches with slightly different phraseology since Einstein first said it. I also totally agree with it, but with the caveat that the more skilful one becomes, the [...]

Have you ever had to get up particularly early one morning, told yourself you had to and woken up automatically a few minutes before the alarm went off? It is a very common phenomenon; you just programmed your subconscious mind to wake you at the appropriate time.  It is also [...]

eMailoholics are people who open their emails first thing in the morning and check their emails very often during the day, every day – including weekends. Some have their emails diverted to their mobile telephones or other devices and are constantly glancing to see what the latest ‘Bleep’ has delivered. [...]

In the last several months aside from my work coaching salespeople,  I have been working with a number of professional service firms such as accountants, solicitors, surveyors etc., and individuals such as coaches, medical practitioners from a diverse range of disciplines as well as many business owners, all of whom [...]

An expression used frequently in the past and still used by some people today when describing a brilliant salesperson is ‘They could sell ice to Eskimos.’ Maybe you find selling your product or service just as difficult to sell from time to time. But is selling ice to an Eskimo [...]

It was Albert Einstein who said ‘The definition of insanity is to carry on doing things the way you have always done them and expect to get different results.’ If you have been doing your very best to bring in more business, and you want to be selling a lot [...]

Top salespeople are amongst the highest paid people in the world and if you are not amongst this exclusive group, this could be why… I frequently meet and work with salespeople who are earning £300,000 a year and a great deal more. They earn that level of income because they [...]

People buy for emotional reasons and sometimes but certainly not always, need logical reasons to justify their decision. Think about some your own buying decisions for a moment. Did you ever go out and buy a new pair of shoes when you had plenty already and your favourite pair just [...]

At many of my Sales Master Classes and keynote presentations I will ask the audience the following questions: 1. By way of a show of hands, who agrees that referrals are the easiest to do business with, the most profitable to do business with and most likely to refer you [...]

The Pareto principle, also known as the 80–20 Rule, states that, for very many events, approximately 80 per cent of the effects come from 20 per cent of the causes. In business, for example: 80 per cent of your profits come from 20 per cent of your customers 80 per [...]