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How To Kick The Procrastination Habit: It’s certainly not as dramatic as some of the other problems you can have in your business … but procrastination can really sabotage your work if you let it. If you find that your to-do list never seems to budge, try these tips: Understand where it’s coming from A […]

In the 20 or so years that I’ve been doing sales training, I’ve heard all kinds of reasons people say they “can’t” sell, from “I’m really shy” to “I’m terrible on the phone” to “I’m just naturally bad at it!” I’ll be really honest with you: you’ll always be able to think of a reason […]

Let me ask you a question that might make you a tad uncomfortable: if you’re really honest, how often do you find your mind wandering during conversations? If you find that more often than not, you’re just waiting for your turn to talk instead of actually, really listening, you’re definitely not alone … on average, […]

Update your Testimonials! “When you say something about yourself it’s bragging. When other people say it about you — it’s proof!” (Jeffrey Gitomer) How good are you at collecting testimonials from your happy customers? Great? Then well done, keep it up! You’re in the minority though! Many business owners simply never get around to it, […]

How resilient are you? Reading a recent newspaper article by Adrian Furnham, professor of psychology at University College London, reminded me of just how importance resilience is when it comes to achieving success. In fact I would go as far as to say that you would struggle to succeed in anything without resilience. Especially in […]

One HUGE reason for a lack of Sales Success: Did you know that, without meaning to, you’re turning away up to 40% of your potential customers? Let me explain. In a nutshell, when choosing products or services, your customers will be motivated by one of two things; pleasure or pain. Never is the pain and […]

Not getting the level of Sales Success you want?: When a company fails, the usual reasons get trotted out; “unfavourable market conditions” “the longest recession since xxxx” “fashions have changed” “the internet”. Maybe it’s the same if you don’t reach your sales targets? In my book these all group together into one ‘not me guv’ […]

Whether your job is selling, or managing those that do sell, or a combination of the two, there’s a fair chance you’re working long hours. Maybe too long?Are you spending long hours on motorways way after 7pm driving to and from meetings? Are you burning the midnight oil draped over a laptop with a strong […]

LISTENING… Listening is a vital skill that is often neglected and yet is crucial to your sales success. Be aware of the five stages of effective listening and get into the habit of recognising and practising these stages; 1. Hearing — taking in the sound. 2. Listening — Really paying attention and trying to make […]

The best way you could spend this coming Friday afternoon?… It’s Time for action Time to get busy. Not to work super hard. Time to be super smart. Give yourself two hours. Get away from your normal place of work. Go somewhere where you won’t be interrupted. Turn the phone off. Yes, fully off, no […]