Those of you that saw my latest video on communicating value (Adding Value video) will know that recently my mindset got blindsided, I received news affecting me in a way that I didn't expect. I followed up on a prospect I met some months ago, seemed like a promising opportunity for me, the director was torn between running the company and keeping his hand on training his new sales recruit. A gift opportunity for a sales consultant: "Enlist me to train your staff, you can run

How do you break out of your niche? How can you plan to double or triple your sales and get a decision from every customer? How can you treat every customer the same if everyone is different? The last time you went on a trip, part of that probably involved some form of planning or itinerary of the journey. You will have mapped out how you were going to get from Point 'A' to Point 'B'...and maybe if like me you have small children had to include stops 'C' through 'K' just to d

Is it a secret? No! Is it painstakingly obvious? Maybe...like an optical illusion, the one that's all black and white squares hiding a picture of a boat which takes a few minutes to see. Do you need to know this? Yes!!! But like most things: it's simply the case of looking at the same thing you always do from a different perspective or "frame of reference" as my Physics teacher used to say. I felt it important to write this article because once I started to appreciate this fo

I saw a question in one of my news-feeds this week about pricing a product and when you should reveal the price to prospects: upfront in your proposal or not? Initially my first thought went to my blog article entitled 'Sales Over Marketing' and how many marketers would probably do something akin to an information dump and hope that the prospect generates their own buying impulse from what they receive and make a decision. But then after reading ALL the comments of people bra

A few years ago I looked into developing a website and running my own business as a digital entrepreneur. A very popular decision these days for those wanting to earn a primary or even secondary income in today's job market. The ideas of: 'Make money whilst you sleep', 'Live a digital lifestyle', 'run an entire business from the comfort of your dressing gown' all sounded great to me and even now I could easily leap at any one of those strap lines because I still find them app

Yes, I know this is the one area which a lot of businesses, and individuals have that ‘scare moment’ with. I would like to share with you how I helped one healthcare professional, overcome the fear of pitching her business to end users… even though she could cope with disabilities, which would make the rest of us humble and insignificant. “Will I be found out that I don’t understand how to pitch for toffee, and I can’t make a good impression straight away” This is the stateme

Getting out of bed in the morning sometimes, used to be a struggle before I started treating my Sales Attitude like a companion: along for the journey, never absent and directly responsible for my activity, productivity and mental wellbeing. Your mindset and sales attitude in particular, isn't just about feeling chirpy all the time, or always having a smile on your face; its bouncing back from a bad day, picking yourself up after you've been chewed up by a bad sales meeting o

We all have that little person sat on our shoulder, ready to give us nagging doubt or criticism when we are about to do something different, or out of our comfort zone. This applies to attitude… when we are faced with developing our business sales and ideas – but how do we manage our mindset? And above all, how do we change to stay focused and to grow? Step 1 – lets fix that mindset 'voice' – this is the voice that says “are you sure you can do this?”, “told you it was a risk