What do a doctor, politician, priest and CEO all share in common? As people, they are all defined by their title. What makes these title…
What do a doctor, politician, priest and CEO all share in common? As people, they are all defined by their title. What makes these title…
Listening skills… “What was that?” I said… LISTENING SKILLS are a critical ingredient to any businessperson’s success. Listening is a so…
Influencing people is far less challenging when you can see things from their perspective. Empathy, of course, is a magical human feature th…
“Is the customer always right?” is an age-old question that still baffles salespeople. I’m all for carefully challenging a customer and r…
Tim is an IT consultant. Every week enthusiastic potential customers seek him out with a range of problems he can solve and, of course, the …
“Let there be light…” boomed the bold voice from deep within the darkness. Silence ensued for what seemed like an eternity, until…..
For the most part taking risks is an uncomfortable experience for a customer. Each client will have a varying threshold measured by a lev…
Small, frequent and pleasant interactions by your salespeople that fail to engage and guide customers towards your value proposition are haz…
When you’re passionate about what you do, you’re well within your rights to take it personally when someone lets you down. I invest m…
High-performing salespeople (hyper-salespeople) are on the edge, constantly pushing the boundaries to improve and gain an advantage. Com…
Can politicians keep their promises? For the most part our history tells us the answer is no. Former prime minister John Howard’s un-pr…
When you’re not in front of your customers in some form, you are failing to be even remotely part of their reality. Yes, you’re attra…
