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People Quite Like Boxes

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People quite like boxes! Boxes give them boundaries and make them feel safe!   As much as we might want to be uninhibited, adventurous, carefree, creative and innovative … when it comes to buying, people quite like boxes.   What…
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Comfort Zone

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When we sell, we’re building a bridge for the prospect to walk over. How solid is the bridge you build for your prospects?   Every sale is a process of asking your prospect to step outside their comfort zone. By…
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Open Loop

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The human brain can’t stand an unsolved problem, an unfinished sentence, or an incomplete visual model.   We call these open loops – maybe one of the most powerful sales tools around.   Sometimes we are too keen to give…
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Be First

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If we’re truthful, most of us want to be first.    The first to get something new, the first in the line, the first to win …   More importantly though is the reality that NO ONE wants to be…
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Simplicity Outsells Complexity EVERY Time

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Simplicity outsells complexity EVERY time …   Yet there’s a tendency to load the sales story with jargon and complex language that does nothing to enhance the sale.   If you sell a complex product or service, you cannot overlay…
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Remove Friction In The Sale

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There’s a really simple, but often overlooked mismatch that can exist in the sales exchange that will get in the way of seamless conversion.   That mismatch is sometimes disguised with the throwaway statement “they’re not my client …”  …
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Mismatch

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There’s a really simple, but often overlooked mismatch that can exist in the sales exchange that will get in the way of seamless conversion.   That mismatch is sometimes disguised with the throwaway statement “they’re not my client …”  …
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Leadership Lid

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There’s never been a more important time for leaders to lead …   In his 21 Irrefutable Laws Of Leadership, one of my favourite contributors to leadership literature, John Maxwell, nails it with Law # 1 – the Law Of…
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Pivot?

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    The word of the moment is “Pivot” …   Everyone’s “pivoting” their product or service … but what does that mean?   Well, pivoting is certainly NOT discounting.   Actually, is pivot even the right word?   The…
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During Uncertain Times

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During uncertain times, it’s natural to look outward in the hope of finding something, or someone, to hold onto that will give you stability.   Of course, true stability comes from within.   Our centre of gravity is contained within…
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