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Shape The Environment

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When we’re trying to influence someone towards a complex idea, the path of least resistance is real. Human behaviour, just like nature, will take the path of least resistance. When someone is sharing a complex idea with us, in a…
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Fair Price

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In sales we always talk about value and price. But there’s another dynamic in play … fairness! Are value and fairness the same thing? There is a wonderfully informative and funny TED talk by Frans de Waal, about how fairness…
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Powerful Forces

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I believe that business and enterprise truly are two of the most powerful forces for good on the planet … if held in the hand of the right leaders! For so many, the business dream includes the idea of making…
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What Would You Do…?

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What would you do if you had absolutely nothing to get started but your life depended upon you launching a new product or starting a new business? I recently watched a wonderful movie called “The Boy Who Harnessed The Wind”.…
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Sales Motivation

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What if we’re getting it all wrong?  What if we assume more motivation in the sales process than there actually is? The attached model describes a four step sequence that people go through when they’re making a decision. Initially, we resist…
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‘Big Idea’

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We’ve all had that moment of the “Big Idea”.  You thought of something everyone needs and you’re sure it is going to make you a fortune.  Sadly, the idea itself has no value … Even the greatest ideas in history…
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The Real Challenge

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The real challenge for any thought leader is not about sounding intelligent.  The real challenge is to express complex ideas in a way that connects with even the simplest thought processes … Every idea sits on a scale between hard…
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Alter Ego

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Suffering from Imposter Syndrome? Ever felt like you’re not good enough to close the sale or lead the team?  What if you already had all the tools you need to get everything you want?  In his new book “The Alter…
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Complexity v Success

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Complexity is the enemy of successful selling … and yet a lot of people use jargon and overly complex communication to sound smart.  Is there a better way? All complex ideas are contentious until they are understood. In other words,…
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Don’t Tell Me…Show Me!

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Stop!  Don’t tell me about your brilliant idea … show me! Your idea only becomes valuable when others understand and agree with it enough to see the value hidden within. So many business owners express frustration at the tendency for…
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