Pay-off: avoid wasting hours trying to learn the wrong thing Investment: 4 mins Sign up to monthly posts here The shortcut to results The shortcut to improving your performance in just about anything is knowing the single ‘right thing’ that you, personally, should learn next. This is the one skill, item of knowledge, or behaviour …
The top mistake people make when learning to sell Read More »
Pay-off: you might just crack that tough nut who’s in denial Investment: 7 minutes Sign up to weekly posts here Ooh, this is a tricky one isn’t it? Now, let’s be clear, I’m no expert in dealing with ‘denial’ as such. Having said that, the nature of my work means that I work with people …
Pay-off: shift your focus to this and you’ll become more persuasive Investment: 3 minutes Sign up to monthly posts here As with most of the ideas on this blog, this one applies to anyone – that’s you – not just people in sales. This tip applies when you’re interacting with other people and you need …
Pay-off: 10 quick and actionable ideas to help you communicate, learn, think and sell better Investment: read whichever you like (5 mins to read the lot) Sign up to monthly posts here There should be something for everyone in this post. Most of these short tips apply to most people. Usually, in my posts I …
10 short tips to communicate, learn, think and sell better Read More »
Pay-off: help your consultants to improve at sales Investment: 3.5 minutes Sign up to weekly posts here A question I’m often asked is, “how can I get my non-sales consultants to sell?” The answer? By first eliminating any thinking that you’ll get them to do anything they didn’t sign up to do. After all, would …
How leadership can help their consultants to sell Read More »
Pay-off: equip yourself to convince others with just one question Investment: 7 minutes Sign up to weekly posts here Soon you will face a conversation where you need to convince someone to do something that you believe will create a win:win for you both. In that conversation, every single thing you say or do will either …
Want to know how to persuade in just one question? Read More »
(And how to help people avoid acting like jerks!) Pay-off: get this right, and you’ll find selling a lot nicer Investment: 3 minutes Sign up to weekly posts here Every day I work with people struggling to sell. Less often I work with people who sell well. Makes sense. I learn a hell of a lot from …
Pay-off: engage more prospects, more successfully Investment: 4 minutes Sign up to weekly posts here You might have seen the cartoons below. Frustrated salespeople share them on social media for light relief. Clearly, there’s some truth in them. And they’re amusing. But keep in mind that while you’re busy laughing at them, the next person could be …
Pay-off: avoid the biggest roadblock faced by consultants who sell Investment: 3 minutes Sign up to weekly posts here Results are obtained by exploiting opportunities, not by solving problems – Peter F. Drucker This is a message for intelligent consultants who contribute to sales or business development: You’re smart, I know. You’re proud of your …
Some stern words to intelligent consultants who sell Read More »
Pay-off: learn the single most important way to build trust in conversation (beyond simply ‘listening’) Investment: >2 minutes Sign up to weekly posts here Trust is the linchpin to a successful and ongoing business relationship. It’s the conduit to connecting value, creating win:wins and mutually progressing and growing your businesses together. Caveat emptor and caveat venditor …
