I'M A BIG BELIEVER IN YOU GET WHAT YOU EXPECT, NOT WHAT YOU HOPE FOR. DO ATHLETES WORK ON BUILDING THEIR POSITIVITY BEFORE A PERFORMANCE? DEFINITELY. How do you put yourself in a positive state? What about your team?

Why you need more I.P.A For most of us, after our summer holidays, we share that foreboding as we crack up our laptops wondering what 'the figure' of emails will be. Then there are the bragging rights. I reckon most people share their inbox total with their immediate colleagues within 30 minutes of discovering it (go on -- be honest!). And there's that tinge of disappointment if a colleague has a higher total than you! Not that I've got involved with any of that nonsense myself :) Seriously...

Why are Selling Techniques so bad? You will know by now I'm on a mission to improve the nation's selling techniques. It seems every day I collect more evidence of just how big a challenge that is going to be! On the other hand a bottom less pit of potential work it seems. Take my colleague Jonathan's example from a while ago...

What Language are you Speaking? The language you use has a massive impact on your results. That goes for the language you speak, and the language that meanders around internally in your head. If you keep saying things are hard...guess what, it will be hard! You're instructing your brain to expect hard, expect tough...and so that's what it will deliver for you.

Most companies I help receive incoming enquiries -- via the telephone line, emails, exhibitions, the list goes on. None of these companies convert 100% of those enquiries into a sale. Of course, 100% conversion is pushing it a bit! However -- there's no doubt that all of these companies had potential to increase their conversion rate, in many cases by a considerable amount.

Despite the onslaught of social media and on line networking, 'real life' networking is still a crucial element of many companies' sales and marketing strategies. Quite right too -- there are massive benefits to be had from attending networking events. Providing you're at the right event for you. Providing you do it well.

Finding opportunities by overcoming the buyer behaviors that most sales people walk away from. Learn how to set aside some of the most common objections buyers present. Stop giving up and start closing.

In the quiet of our minds, we know that we can't "sell" anyone anything they don't really want. In the quiet of our minds, we know that being even slightly deceptive is not the way. Unstoppable Selling turns selling on it's heart by encouraging sales people to be trusted missionaries of help - an approach that frees people from beliefs that stop them from taking action. What might be possible if you were unstoppable?

When sales teams are under-trained and unprepared to use sales enablement tools effectively, firms spend a lot of time, energy and resources accomplishing very little. A well-designed, current training program produces the best results.

Forget you and forget your standard sales presentation. Let me explain...all of us have our own unique way of perceiving the world. This map has been created from the moment you were born to this very day...all your experiences have gone into the pot and created your map. Nobody else will have had your experiences in exactly the same way. They will have had their own experiences and will perceive the world in their very unique way.