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...]
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...]
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...]
Cold Calling Success
July 25, 2011 By 2 Comments
I say every week when talking at conferences as a sales motivational speaker that you have to Share Sales Success Stories (my powerful 4S Principle) with yourself, with your sales team and within your organization and yet, I don't share very many with you. So I thought it was about time that I rectified that so here's one that I got a couple of days ago. It says all there is to say about cold calling when it's done right (which is of course what I teach) and from the right sales mindset so I suggest you read it several times, imagine what … [Read more...]
The Sales Apprentice 2011: Sales Training & Business Development Tips From The Hit TV Show, The Final
July 18, 2011 By 8 Comments
So last night, bumbling but friendly inventor Tom Pellereau, who from now on I shall call Caractacus Potts (after the rather nice but boffin father in Chitty Chitty Bang Bang), won The Apprentice and in doing so made something of a mockery of actually bothering with the weeks and weeks of tasks... Despite ten weeks of competition in which he had only been on the winning side three times and had spent more time being called nice but useless by Uncle Alan, he walked away with the top prize of £250k investment in his business. He might rue the … [Read more...]
