How much is fear costing you?
“Please come upstairs with me, I’m frightened of the dark.” I’m 7 years old and I’m pleading with my older brother who is ‘baby-sitting’…Read More
Why is saying no so hard?
You are sitting in a restaurant and the waiter or waitress asks “is everything alright?” Even if things aren’t alright many of us say…Read More
The one thing I know about the future…
…is continued uncertainty. This means businesses and sales people have to work even smarter. We’re partway through my ‘negotiating more profitably’ workshop when one…Read More
Is your client a shoplifter
Harry Hankinson is Britain’s most prolific shoplifter with 521 offences. But what has that got to do with my clients I hear you say?…Read More
Are you dealing with clients without the authority to say ‘yes’?
How many times in the past have I had a meeting with a client and afterwards thought to myself that I’d got the deal?…Read More