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  • 3 Keys To Winning New Business

    26 August 2015

    You’re involved in a major sales pitch. After months of work you’re told, with regret, that you have not won the business.

  • focus

    Focus on the Outcome

    16 June 2015

    In sport, the performing arts and business, focus is essential, but what exactly is focus? Focus is a quick form of mental preparation. To use it, simply lock your mind on to the picture of the outcome you want.

  • negotiation training

    Is That Negotiable?

    2 June 2015

    Imagine you sell telecommunications solutions and you are making your final presentation to the board of a call centre provider.

  • positivity

    Positivity Lifts Results

    19 May 2015

    New research in psychology and neuroscience has confirmed a hard link between mindset and success. Positivity in the workplace produces measureable results.

  • specialist

    Build Credibility – Be a Specialist

    1 April 2015

    What do you bring to the table? The more you specialise in an industry, the better sense you will have of the problems and opportunities that can be uncovered.

  • price crumbling

    Don’t Be A Price Crumbler

    3 March 2015

    So you have identified a potential customer, built rapport with them and used your sales skills to get them to want to buy from you. But once they have decided to buy, they turn their attention to getting the best deal, the best price, the best terms. They start to negotiate.

  • neurochemistry leadership

    Neurochemistry In Leadership

    6 February 2015

    One person tells you something kind and respectful, another person says something critical and negative. Which will you remember longest?

  • solution selling

    Are You Selling Solutions?

    25 January 2015

    Since time immemorial, converting features into benefits has been ground zero for sales skills. But it’s no longer enough. Your customers have heard it all before and they’ve stopped listening.

  • selling group

    How Well Do You Reduce Risk When Selling?

    20 January 2015

    Are you a safe supplier? Buying is a risky business. If you want to persuade customers to buy your solution, you must first convince them that the risk of doing so is low.

  • selling peach

    How To Sell Against Competition

    9 December 2014

    When you cut away the layers selling against competition, comes down to one core concept – Sell The Difference.

  • encouragement

    The Power of Encouragement

    21 November 2014

    Do you perform better when you receive encouragement? So does everyone. Part of your job as a leader is to encourage those around you.

  • resistance

    8 Ways To Build Your Resilience

    5 November 2014

    Resilient people in leadership and sales roles cope well with high levels of pressure and bounce back quickly from setbacks. Resilient people cope well when the going gets tough.

  • sales table

    Bring More To The Table Than Just A Sale

    20 October 2014

    Imagine your business in five years’ time. Assume you have six new competitors all offering the exact same product at a similar price. These organisations have set up in your vicinity and market themselves in a similar way. Competition is massive.

  • better selling

    Four Core Steps To Better Selling

    16 October 2014

    To better understand the structure of the sale it is useful to visualize a conceptual black box. This black box has four separate controls. It’s portable and weighs about three pounds. At the start of every sale you take it out and begin by turning control ‘1’. You continue to turn it until you get the desired reaction.

  • listening

    Give People a Good Listening To

    15 October 2014

    Leadership is about building emotional intelligence. A key attribute of this is the ability to listen and learn from others.

  • power of selling

    The Power Of One In Selling

    13 October 2014

    If you’re like most people, you target your sales efforts on the relevant departmental manager: head of IT, head of manufacturing, head of finance. However, if one of these managers has a proposal that requires funding, who is their only source of funds?

  • sales

    Are You A Master Of Sales Follow-Up?

    30 September 2014

    Successful sales managers know that the sales person who masters follow-up, masters selling. Just like a golf or tennis shot, the power is in the follow-through.

  • fun

    Fun Is A Great Business Lubricant

    8 September 2014

    Focused leaders set high goals and are intolerant of shortfalls. That’s normal. However beware the trap of everyone feeling pressured and no longer enjoying themselves.

  • change your mindset

    Nothing Great Was Ever Achieved Without Enthusiasm

    12 August 2014

    How we say things is often more important than what we say. Communication and energy cannot be separated. Communication is an inside-out process.

  • do it now

    Train yourself to DO IT NOW!

    29 July 2014

    People who procrastinate miss things; they may be late for an appointment, they may miss a train, but more importantly they may miss an opportunity that could change their lives for the better.

  • objection handling

    The Danger Point In Objection Handling

    15 July 2014

    Many salespeople still regard objection handling as vital. If only they had better answers to objections their results would quickly improve. This emphasis is misplaced. It doesn’t matter how brilliantly an objection is answered, it has still created a gap between buyer and seller at the end of the presentation.

  • advanced sales skills

    Advanced Selling Skills – Adding Value

    12 June 2014

    ‘A premium return to the customer is all the justification you need to require a premium investment’ says Mack Hanan in Key Account Selling.

  • sales tractor

    Pre-Handling Sales Objections

    28 May 2014

    Consider this dialog: John’s lawnmower packs up one Sunday afternoon, so he goes around to his neighbour to ask if he can borrow his.

  • mo farah

    Mo Farah: What An Inspiration

    15 April 2014

    One of the most enduring images of the 2012 Olympics has to be that of the ecstatic face of Mo Farah as he crossed the finish line to win his second gold medal of the competition and so secure the 5000m and 10,000m double. A feat only achieved by 5 people in the history of the Olympic Games.

  • crossroads

    Be A Progressive Thinker

    5 April 2014

    Leaders think progress. Believe in progress. Push for progress. Everything around us is growing. We can’t stand still, we can either move forwards with it or drop back. It is impossible to be in business today, use yesterday’s skills and expect to be in front tomorrow.

  • light bulbs

    Help Your Customer Choose Between Suppliers

    22 March 2014

    It is always advantageous to view the sales process through the buyer’s eyes.

    Once the buyer decides they have a requirement, which they want to fix, they then move to the evaluation of options stage – put simply – they have decided they are going to buy but they have NOT yet decided who from.

  • culture training

    What’s it like to work in your culture?

    20 March 2014

    You may have the best skills and processes in the world but if the attitude is missing your team will not reach peak performance. Leadership, at its heart, is about leading attitudes. And remember, anyone who is responsible for the performance of others is a leader.

  • laws planets

    The Laws of Success – Part II

    3 March 2014

    Gravity-2

    Here is Part II of the Laws of Success. Straightforward but unbreakable principles, which have helped thousands of people in every walk of life, to achieve their potential.

  • laws of success

    The Laws of Success – Part I

    20 February 2014

    No matter where you are on the planet, the law of gravity applies — it’s in you, it’s around you, it’s part of you. It’s a law of nature — a physical law, and it cannot be broken.

  • inspire others

    Inspire Others – Spend Freely With Your Soft Currency

    14 January 2014

    Most people in this country go to bed hungry, not for food, but for praise. Recognition is one of the most underused motivational tools so voice your appreciation of good work and give positive feedback wherever possible.