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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”.…

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…

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…

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…

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…

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,…

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…

There are three main types of value … and the price people will pay is different for each of them.   Get clear about the value you create and you will become more willing to defend that value. Your product or…

What if I asked you what business game you’re playing?  What would you say? Is the game you think you’re playing geared to your success or your ego?  Great leaders play an entirely different game to everyone else … and…

Whatever happened to that most potent of sales techniques … the trial close? In this fast-paced world, does the trial close still have a place? You decide … There was a time in selling when professional sales people used a…