Category Archives: Questions

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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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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…