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Elite Performers

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There is a significant difference between how elite performers use time, compared to the average person. Depending on which research you read, the average person spends about 20% to 30% of their thinking time revisiting the past – often with…
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Time!

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Of all the things we do in business to succeed, one thing, over which we have little to no control, may well be the greatest strategic tool of all … Time! Time is both the great strategic leveller and the…
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Sell Without Selling (Part 3)

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How do you sell without selling part three …  From parts one and two we know that if you can create Buyer Safety and then facilitate a challenge-based conversation, you’re well on your way to selling without being pushy or…
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Sell Without Selling (Part 2)

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How do you sell without selling part two …  When you sell without selling you enter the sales communication with such POWERFUL CALM that the prospect KNOWS that you are different, in a good way, to everyone else. Imagine going…
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Sell Without Selling (Part 1)

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How do you sell without selling part one … There are three things you can focus on that will allow you to sell without being salesy or pushy.   If you get this right, you will show up to the…
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Mental Toughness

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My very good friend Todd Herman, author of The Alter Ego Effect and expert in mental toughness, shared an email yesterday that is really important to think through … He was reflecting on his 21 years working with athletes at…
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How Do You Deliver Clarity?

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In business it’s just not good enough to be vague about the value you create for your clients … I’d love a dollar for every conversation I’ve had with business owners who balk at laying down a clear expression of…
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The Olympic Games Motto

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Like many, I watched the opening of the Olympic Games, a year late and still under the cloud of the Pandemic.  Apart from the spectacle, I found myself wondering what the hidden lessons are that we should take from this.…
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Market Intel

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Let’s talk about an often overlooked, but super important issue in business and sales that is completely underestimated … I’m talking about market intel. So often we think selling is all about the conversation, the offer and conversion – but…
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