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Too many people boast about their multi-tasking abilities like it is a badge of honour BUT multi-tasking is a false economy! Multiple time management studies, and certainly in the world of project management, multi-tasking has shown to cause as much…

So many people look for that big idea on which they can build a successful business, but there is something equally important to focus on for real success over time … Intelligent action! We’ve all heard the term “action taker”,…

A back to basics sales hack for you today that everyone needs to remember and use … If you sell a complex product or service you’ve almost certainly had the experience of a customer asking you for your price, without…

Everyone focuses on the sale to the customer – and that makes sense … it generates revenue – but there is a far more important sale that is easy to miss … Every business leader has a single, most important…

It’s the deeper thinking you do BEFORE a conversation that allows you to handle anything that comes up DURING it! So many businesses go to market without thinking through the sales conversation at a deep enough level.   When people tell…

I’m a really positive person, I am insatiably curious about most things and I love the body of work I have the honour to do – and yet … I found myself recently complaining about something.  It wasn’t even a…

They say trust is the currency of the sale, but there is another equally more powerful currency … Hope! So much of the thinking about selling says to focus on the customer’s problem, aggravate it and then offer them a…

Context, sequence and timing really matter when you’re making a sale … Context gives everything meaning!  Imagine you saw the image of the bald man without the label on it – you could make up any meaning you liked ……

I have to admit … I didn’t have any idea what the results might look like for the poll I ran last week about whether you should follow the popular advice and “sack your worst client.” The poll is still…

This post might challenge a few people today … It really disappoints me when I hear someone tell business owners they should “sack” their worst clients. They became clients because the business picked them and sold them, to get them…