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Complaint Free

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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…
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Hope!

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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…
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Price, Value And Context

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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 ……
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We Should Respect EVERY Client

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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…
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Why Do We Use The Word “Pitch”?

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Why do we use the word “pitch” to describe the process of putting an idea to someone? If you look up the meaning and etymology of the word it means to “fall headlong; to throw roughly or carelessly; to throw…
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The Birthday Model

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Today is my birthday … a big one, not 50 and also not 70, but somewhere in between and I feel like I’m just getting started! Birthdays are interesting.  They can represent different things to every single person.  So, when…
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Capability Statement

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“I’ve never seen anything like this … this is brilliant!” Imagine having a seasoned, maybe even a slightly cynical, marketing expert look at your expression of value and saying that to you.  To realise that you have such a powerful…
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