The more amenable you are and the more you help others, the more they will like you. And the more they like you, the more they will buy from you. Right? Maybe not. A paper co-authored by a University of Notre Dame professor shows that moderately disagreeable men earn an average of 18 percent, or $9,772, more than the average of moderately agreeable men. Both groups of men, though, earn more than the average salary for women — regardless of their workplace disposition. And while women are still lagging behind men in pay, disagreeable … [Read more...]
Ignore Doom-Mongers & Naysayers! Have Dreams, Set Goals & Take Action…
January 4, 2012 By Leave a Comment
Yesterday I made some changes in the way I run my business. They're not significant changes in many ways but in others they will make positive differences for my clients, my prospects and my readers. Hopefully, HUGE ones! There will be more tips, more strategies, more inspirational stories and more ways for you to read, listen, watch and get involved and get better results in your sales and in your life. One of the things I am going to do more of this year is blog posting. I already do quite a lot some might say but it's something that I … [Read more...]
Can Your Dad Dance?
January 3, 2012 By Leave a Comment
Can your Dad dance? Most can't. I'm sure they could once but they can't now! Music tastes changed, dancing styles changed, your Dad aged and somewhere down the line he lost touch with his ability to dance. For many Dad's, the answer to the problem is to do their bad dancing more enthusiastically, more energetically and more desperately... No matter, I don't suppose that dancing is all that important in the grand scheme of things. But business is. And life is too. And in business and in life everything changed over the last few years. The … [Read more...]
Take Stock, Take Charge & Take Action!
November 7, 2011 By 6 Comments
Why do some people achieve so much more than others? Why do some people seem to have all of the time in the world to get things done whilst others constantly seem to be frazzled? How can some people win new clients every month, service existing clients amazingly, manage sales teams, become industry go-to resources, deliver awesome lectures, write books, climb mountains, run marathons, have fabulous social activities? And live the life of their dreams as well? And yet others struggle to remove themselves from firefighting, admin and dealing … [Read more...]
The Death Of Cold Calling? Not Today Thanks.
October 21, 2011 By 3 Comments
I had an amazing day at the ISMM's Successful Selling conference yesterday making several amazing video interviews (watch this space... you're going to love them), meetings many interesting people and all culminating in a motivational sales keynote talk to 500 motivated and professional salespeople. What a great day! Clearing my emails, catching up from a week away and planning for next week, I just received this into my inbox... Just to confirm our shared opinion on the best days to call, I’ve just made an absolute gem of an appt. … [Read more...]
Sales Partner Or Dancing Puppet?
September 25, 2011 By 3 Comments
After closing a sales conference this week, one of the audience approached me to ask about a sales presentation that they had recently failed to win. They wanted to know what they could have done about it and how they could improve their chance of winning a similar pitch next time. After asking a few questions it became patently clear that the reason why the sale had failed was that the salesperson had never been treated as an equal by the client and was never really in the running. Many things had not gone perfectly… Prior to the … [Read more...]
Do Manners Still Matter?
September 20, 2011 By 16 Comments
This morning I was on my way down to London on the train and I had the “pleasure” of travelling in rush hour into Central Leeds. It’s been a while since I have travelled in rush hour (something I try and avoid when attending motivational talks where possible!) and like many activities it was good for a bit of people watching! The train was already full when it pulled into my home town station with many people standing and commuters crowded into the seats. I struggled onto it with my laptop, kit bag and suit carrier and sought to find a … [Read more...]
If You Want To Be The Best Of The Best, Take 100% Responsibility For Your Actions…
August 28, 2011 By 2 Comments
I like athletics and have been enjoying watching the World Championships in Daegu and, like many of you no doubt, I was shocked to see Usain Bolt crash out of the 100m final for false starting. I don't agree with the new false start rule (any false start from anyone and you're disqualified) nor did I agree with the previous rule which was changed since I used to run as a schoolboy. Do beaurocrats have nothing better to do than tinker with stuff that isn't broken? Suffice to say the rule change ruined the 100m final for me today as it probably … [Read more...]
Leaping From The Shoulders Of Sales Giants…
August 21, 2011 By 2 Comments
What is it that separates great salespeople from merely average ones? What is that helps one business person grow their new business whilst another languishes, struggling to make a living? Why can two sales presentations of the same product with the same client have radically different outcomes? Why can great new business executives consistently reach key prospects that mere wanabees cannot? Why can sales superstars sell value over price time and time again whilst mediocre journeymen fight battle after battle and end up selling on … [Read more...]
The Importance Of Education For Success…
August 8, 2011 By Leave a Comment
Heaven, the soon to be released new song from Emeli Sande, promises to be a dance anthem for years to come. It reminds me of several songs that are as timelessly beatiful today as they were when they were written. Have a listen if you haven't heard it yet and see what you think... I'm no dance or music expert and I realise that music is always a personal choice but in my view this is pretty awesome! You may or may not agree and that's your choice but I am confident it will become a classic... most certainly for this summer and, more than … [Read more...]
