Recently I almost committed to a builder to develop a new house, largely because the salesperson had such a great selling tool. This company…
Recently I almost committed to a builder to develop a new house, largely because the salesperson had such a great selling tool. This company…
I had the pleasure of attending and speaking at the 6th CIPS Australasia National Conference for the procurement profession the other week. …
A willingness to learn and keep on learning is essential to a salesperson’s success. When you believe you have nothing else to learn, life w…
Glenngary Glen Ross (released in 1992) is an iconic sales movie starring young versions of Alec Baldwin, Al Pacino, Kevin Spacey, Ed Harris …
As you know, I am an advocate for the philosophy that ‘everybody lives by selling something’ and that people buy from people they trust. At …
French scientist, Louis Pasteur once famously said, “Chance favours the prepared mind”. And a century or so on, his words still ring true. …
One of the most powerful skills you can develop is your ability to listen. You may have heard me say, “The best way to be interesting is to …
“Courage doesn’t always roar. Sometimes courage is the little voice at the end of the day that says ‘I’ll try again tomorrow’.” This qu…
To answer this question I’ll begin by sharing a story my father told me recently. His mate John had been training at a local gym for a co…
Let’s set the scene of my most recent blog…We are in Cusco, Peru. Imagine a dusty back alley, intricate stone walls, the most vibrant co…
As the saying goes, “If you can’t take the heat get out of the kitchen”. Once again MasterChef has served up some great life less…
Down-selling is the art of narrowing a customer’s expectations and matching them more effectively with a solution that best fulfils their ne…
