Mid job, next job
A classic problem for many sales people is we get increasingly busy working on today’s project, job or campaign. All our concentration is focused…Read More
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
It’s getting better all the time….
It’s exactly 50 years since The Beatles produced Sgt. Pepper’s Lonely Hearts Club Band (SPLHCB). The album was ground-breaking. It was an immediate success…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
“You’re more expensive than the the other companies we use”
My client, Jane, looks across at me and with a sigh says “I’m so close to hitting my sales target. The meeting with my…Read More