I have a colleague in the Thought Leaders community by the name of Lynne Cazaly and she helps teams work together and facilitates outcomes with them … creatively, and I mean REALLY creatively! So being someone who is a typical ‘bull in a china shop’ there was something about this message that resonated with me

Do You Fit The Mold? As the author of the recently published book ‘The First Sale Is ALWAYS To Yourself’, I firmly believe that success for business people who sell, comes down to two factors: Conviction in your purpose and therefore your intention Conviction in yourself and therefore your execution of that intention. As someone

When people think of psychology they usually conjure up images of people pouring their childhood issues out whilst lying on a therapist couch, people wearing straight jackets in mental institutions or cult like environments with people singing kumbaya, therefore people tend to steer away from anything that remotely begins with the term ‘psych…’. In some

All of us have something to sell. Robert Louis Stevenson quoted all those years ago “Everyone lives by selling something” whether it is an idea, selling ourselves on a relationship, a skill, a job or recognising our own talents – we are all selling. Everyone is a salesperson, everyone has meaningful conversations with other people

OK, what’s the one thing you do, excuse the cliche, to ‘Add Value’ or ‘Create Value’? It is such an overused phrase these days and almost had it’s day, don’t you think? However, to be fair, it does have it’s place, maybe in a different context though. Your customers have the ability to research not

In discussing different aspects of a salespeople’s growth last week, the sales director and I debated the fundamental gaps that continue to emerge. We agreed those gaps included instances where the ability to speak with senior contacts was lacking, how addressing groups in a corporate presentation lacked compelling involvement, vital information was being left on

Asking questions for the sake of asking questions is one thing, asking questions to move down a solution based sales track is another, but asking questions to elicit what influences your client is another story altogether. When you know how to look for and listen for signs, beliefs and language and you can then decode

Salespeople – Help me think differently, help me be better at what I do. Do that and you will be adding value to my role – anything else and you are like everyone else. Salespeople- Be generous! Go where your competition fear to tread and give me the extras. The extras, the overs, the information,

Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Have any of you figured out what is going on yet? Is customer loyalty really down? Are sales cycles either nonexistent or getting even longer? Are boardroom presentations being tweaked more than ever to ensure