mindset

Quickly cut through fear

Quickly cut through fear

Pay-off: Eliminate fear, and do the right thingsInvestment: 2.5 mins Sign up to monthly posts here What are you scared of? It’s an interesting thing, fear. We deal with it first. To attempt to survive. The amygdala in your brain takes on that job. And what a job! Quite the responsibility. Since it leads your …

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When customers and colleagues are in denial

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 …

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10 conversations to have before sales training

Pay-off: 10 things to discuss with your colleagues before paying for sales training Investment: 7 minutes Sign up to monthly posts here This article is also on Linkedin here. And if you wish to print and share with colleagues you can download it as a PDF article here. You’re somewhere between the hoping and planning stage …

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How leadership can help their consultants to sell

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 …

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Solving the problem of “too busy to sell”

Pay-off: if you or your team do this, you’ll no longer be ‘too busy to sell’ Investment: 3 minutes Sign up to weekly posts here We’re all busy. But the busiest of all of us; those who are expected to sell who find it really uncomfortable. These people take ‘busy’ to new levels. After all, …

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Why your learning and growth are slow

Pay-off: learn how to learn more efficiently Investment: 1 minute Sign up to weekly posts here Assuming that you’re already learning in the most effective style for you… If you’re quick to agree with what you’re learning, or you’re soaking it up or practising it with ease, then you’re not really learning. You’re just familiarising yourself …

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One way to remove buying resistance

(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 …

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What to do when prospects are too busy to talk

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 …

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Some stern words to intelligent consultants who sell

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 …

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