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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…

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…

What’s really going on when a prospect reaches out to talk with you? Well, they’re not window shopping!  They’re also NOT talking with you so they get the opportunity to say no. They’re talking to you because they’re hopeful you…

I started my working life in a small country town, repairing the electrical systems on cars, trucks, trains, boats, buses, motorbikes, tractors and almost anything else that moved … It was a very LONG time ago!  And when I say…

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…

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…

“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…