Author Archives: admin

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If you can’t measure it, you can’t manage it

If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is…


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Ask Me. Tell Me. Show Me.

In walking into a white goods shop recently, the sales person asked if we needed any assistance and when I mentioned I wanted to buy a blender he took me to the aisle, chose one off the shelf because the others were too expensive (his…


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What do Buyers want from Salespeople?

If you consider a buyer may get around thirty cold calls a week from different suppliers, then that equates to around two full days a week. So how do they sort the wheat from the chaff? They want the complex made simple even if it…


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What do you stand for?

I am fortunate to have Matt Church from Thought Leaders Global be my mentor for most of this year for the purpose of preparing me and six other thought leaders to showcase our speaking prowess to the movers and shakers of the Australian speaking industry.…


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The Belief Hunter, Ideas Visionary and Performance Driver

In the words of General Patton, “If everyone is thinking alike, someone isn’t thinking” and whether you are on the battlefield or on the frontline in business, you can’t gain ground or win against the competition by playing it safe. The salesperson needs to become…


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Sales People And The Law of Consistency

As mentioned, the law of consistency states that the strongest force in the human personality is the need to remain consistent with how we define ourselves. It doesn’t matter what mask we put on to the outside world, it will never be our true identity…


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If you can’t measure it, you can’t manage it

If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is…


Leave a comment Read more »

Ask Me. Tell Me. Show Me.

In walking into a white goods shop recently, the sales person asked if we needed any assistance and when I mentioned I wanted to buy a blender he took me to the aisle, chose one off the shelf because the others were too expensive (his…


Leave a comment Read more »

Sack The Client?

Can The Client Be Wrong? Absolutely! People are people regardless of whether they are your client or not and they all have their own stories and beliefs about what is true and right and how it is not their fault, just as you have your…


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Get Uncomfortable

But purpose is not something you decide to do, purpose is something you discover and sometimes it takes going through hell to find it. My purpose has come as a result of getting out there and putting my vulnerability on the line, allowing myself to…


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