Let's talk about the Blame Game. I recently witnessed two people blame each other for their low sales numbers. Not only did I witness this conversation, but because it was on Facebook, where they had an audience. Even worse, their ...

Looking for a quick fix to your challenges? Got your attention….good. I was looking through a magazine recently and was amazed at all the miracle “claims”. Lose weight and get a six-pack in 4 weeks, just strap on a tummy “massager” ...

I was watching a movie recently showing a teacher, explaining to her young students the notion of “don’t talk to strangers”. It got me thinking how we (well most of us) in sales do the complete opposite every day, we talk to ...

Successful salespeople recognize themselves as salespeople You can’t be successful in sales unless you completely accept that you’re a salesperson. If you’re in any doubt about it at all, or you have any sense of resistance to that ...

The words you choose have a massive impact! In sales, the words you use have a massive impact on the level of your success. In 2010, a project conducted by researchers from Harvard University and Google estimated that there are a ...

It’s probably never been great etiquette to speak about ‘killing’ customers beyond the walls of investment banking firms prior to the last financial crash, but wild creatures offer so much scope for comparison to salespeople that I ...

Presentations suck I don’t even remember the last time I took a laptop into a sales meeting, but it has been years and years. There was a time when I would roll out a presentation as soon as I sat in front of a prospect, but once I ...

Building lifetime relationships with your clients The most successful companies place great value on developing lifetime relationships with their customers. In today’s competitive marketplace, they are aware that their customers are ...

How do I gain a full hour every day? Time is the most scarce resource for any salesperson but there are all sorts of little pockets of unused time at your disposal every day that you probably don't ever notice. Sitting and waiting ...

Our great profession of sales has a bad name, doesn't it? Many people use the term "sales person" as a label for anyone they think is pushy, lazy and dishonest. This is a nightmare for professional sales people who don’t deserve this ...

If you have time to think about it, you have time to do it...  Think about this for a second: if you added up the amount of time you spend thinking about doing things and put it all together, how many of those things would you have ...

I focus on how I can make a difference The value that I can bring to my prospects and customers lies in nothing other than making improvements to their current situation. Whether that’s making them faster, more efficient, more ...