The following are the notes I took while listening to the audio version of the book. This is not intended to be a comprehensive summary nor is it objective. I hear and write, through the lenses of my current knowledge … Continue reading
I’ve been helping clients recruit sales staff for over 20 years and am often asked; are great people born or made? Having developed a selling IQ questionnaire I know that it is both, but not either. What I mean is, … Continue reading
We all have different ways of both explaining and learning things. There is no such thing as better teachers/students. To maximise your learnings focus on finding teachers/explanations who make sense to you. Don’t give up on the topic, or worse, … Continue reading
How to lead a calm, successful cheerful life – Think, believe, do! By Earl Nightingale The following are the notes I took while watching a speech by Earl Nightingale. The link to the speech is at the end of my … Continue reading
Understanding the difference between being refused and rejected is key to surviving a career in sales Continue reading
If you are searching for a partner who will ‘accept me as I am’ you are admitting that you do not accept yourself and you need someone else to confirm you are ok. A great relationship has nothing to do … Continue reading
It’s better to never set yourself a goal than to keep setting goals you never achieve. Instead set fail proof habit goals and start changing your life. Continue reading
The highlights of a great training video by Rapid Learning about how to start a cold phone call. Continue reading
A few simple cues and small adjustments in how you relate to others can improve your life, at work or socially. When a group of people are laughing each person looks at the individual he or she likes the most … Continue reading
If selling is so easy, then why are you so many salespeople so unhappy? Find out to do to improve your sales or if you should even be in selling. Continue reading
Feeling stuck? Yearning for more motivation as if this is something we can directly increase like adding fuel to a petrol tank. But it is not how good we feel, but how well we plan that will start and sustain activity. No matter how excited you feel about your goals, it is impossible to stay in action without clarity about the what, why and how of doing. Continue reading
Why staying in your misery is the first step to happiness. While your filled with pain and fear your brain will struggle fitting lovely positive new stuff in anywhere. Until you clear the horrible stuff, no amount of ‘positive’ thinking can help, as these thoughts have nothing to latch on to. Continue reading
What we say to ourselves is often an echo of what other people said to us that we accepted as true. It is hard to let go of a belief unless you have some evidence that it is wrong. To get this evidence, sometimes you need to learn new skills first. Continue reading
Learn how to be part of your prospects buying journey and build trust before they need to make the real decision Continue reading
Imagine, research, decide and persist. The path to success is simple but not easy. Continue reading
Most business owners falsely assume that investment potential is based on having an innovative product or service. However, we have all seen the craziest business opportunities get funding on Shark Tank solely because of the leader in the business. … Continue reading
When we think of poor recruitment outcomes it is easy to imagine the financial loss on salaries, resources and training that hiring the wrong person costs you. But there are real issues from even interviewing the wrong ones that can have a subtle but potentially more devastating effect on your business. Find out how SIP can shield from all of these. Continue reading
There is a mismatch between what science knows and what business does. Science knows that the 20th century tiered financial rewards do not improve performance and can even destroy creativity. The secret to high-performance is that unseen intrinsic drive– the drive to … Continue reading
“Sales are contingent on the attitude of the salesman – not the attitude of the prospect ” William Clement Stone (May 4, 1902 – September 3, 2002) Author of the book ‘Success Through a Positive Mental Attitude’ 1960 Stone is … Continue reading
Coffee the power food? Did you know that a cup of espresso coffee has 23 times the potassium of a banana? But NO SUGAR, how cool is that! TOTALLY weird as this sounds, I nearly died from lack of coffee in … Continue reading
I loved this saying: “Your life becomes the thing you have decided it shall be.” by Raymond Charles Barker I couldn’t agree more. Everyday we all tell ourselves things that define our lives. We think: ‘I’m too old/young for that … Continue reading
Learning to effectively say ‘no’ without flinching or thinking it was damaging my relationships is a lesson that took me many years to get. Maybe I’m a slow learner? Maybe it’s my female instinct to value relationships above myself. It … Continue reading
“We are, each of us, angels with only one wing, and we can only fly embracing each other.” – Luciano Decrescenzo Like me Luciano must have believed it is too hard to achieve greatness alone. The focus on the individual genius in business, the … Continue reading
Ever dreamed of a job in the country’s highest paying industry? Why not a professional career within your own community that can give you a six figure income after 2-3 years and where it is possible to break through the … Continue reading
Many of us get into selling entirely by accident and many of us are petrified of being sold to. But selling is just a conversation – it is as simple as that. But selling is a conversation with a purpose; … Continue reading
Selling is a conversation. At the end of which, somebody gets to make a decision. At the end, we close. How do you know when that conversation is at its end? Some training programs will say, close, close, close. Close … Continue reading
It’s a fundamental process in human interaction whether you’re building a relationship or trying to sell a product, and the process is exactly the same. In the Emotions in Selling program we spoke a lot about the mechanisms of fear … Continue reading
Recruiting sales people is the trickiest part of your company. Recruiting sales people is harder than recruiting any other part of the business because the number of people who can sell is actually quite small. But the number of people … Continue reading
The first part of the process is, can you really do it? It looks easy and many people think that anyone can do it. We all have phoning blitz or a called calling day, get the whole company out there, … Continue reading