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Better And Different

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If you want to win during the remainder of 2022 and throughout 2023 you must sharpen your sales narrative … Remember the story about the old woodchopper watching a young woodchopper working fast, slaving away at the trees, but also…
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Preparation

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There’s an uncomfortable reality in sales that we have to talk about … Too many people in sales just fall into the selling profession.  Then they adopt whatever sales conversations and practices they stumble upon, while they’re in front of…
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Stability, Certainty And Confidence

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To make it easy for someone to buy from you, you must stabilise the solution that they’re buying.  Your prospects’ circumstances often have an element of instability, in the context of what you do … that’s why they’re buying.  Whatever…
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Three Books

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In a world dominated by elevator pitches, story-telling and so many other techniques used to explain value, there is a deeply important first step that EVERYONE must go through … I was having dinner with a dear friend a couple…
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Tip About Connection

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The fastest pathway to business growth is always the network of people that you already know, the clients you’ve had in the past, the people that inquired about being able to work with you, and the connections you’ve already established.…
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What Marks A Life Of Accomplishment?

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What marks a life of accomplishment?  When you look back, how do you put value on what you did with your time?   These are useful questions across all aspects of life, but lets consider them in terms of your business…
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False Assumptions

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It might just be possible that the problem with closing sales is not all about how good or bad you are at selling … In my recent Models Method Sales Masterclass, I opened up the idea that a lot of…
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Selling Should Have Checklists

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Selling is such a big part of what we all do in business, it’s a wonder that it is still such a mystery to so many people! Why is that?  Why do so many people struggle with sales?  Why are…
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Concept On The Checklist

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Why is the Genius Model such a disproportionately powerful, selling tool? Firstly, if you don’t know what I’m referring to when I say “Genius Model” think about having a visual blueprint that you could walk through in just minutes, that…
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What’s Your Ultimate Sales Checklist?

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High performers do something different to most people … They review their performance and then lock in the things that work and change the things that don’t work. In business and especially sales, we don’t see this happening very often. …
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