There are loads of books out there about sales. I was fortunate last year to have breakfast with the author of the best selling sales book of all time, Jeff Gitomer, who wrote ‘The Little Red Book of Selling‘. Jeff has an awesome ego, as one might expect, and was wonderful company. He cooked me a...Read More

The passing of Alan Bond this week has made many think back to the decade of the ’80s with its big hair and even bigger, brasher entrepreneurs. It was the decade that saw a new generation of leaders in Steve Jobs, Bill Gates and Richard Branson come into their own (their companies still hold sway to this...Read More

Sales can be an emotional roller coaster. Some of the best sales people I have met do not get overly emotional about it, and treat it like a numbers game. Then again passion is good, belief is good, and this cannot come across if you are are merely some semi-robotic sales machine. People need to...Read More

There are a gazillion books on selling, mainly because selling is hard. Buying is easy. You can certainly go ahead and read these ‘how to’ books (I haven’t read many)… but there’s nothing quite like the experience of sitting down and listening to people, prospects, experts… you will find your own sales style will come...Read More

So, dear reader, as per the last post about my recent trip to Brisbane and my random musings on how similar real estate markets are around the globe, I thought I’d share my notes from Richard Rawlings’ main talk about making money in tough times. It is mainly about selling real estate, but I think...Read More

Day off work; here I sit high up in the stands, 37 degrees outside. Corporate box. Food, drink, great view of the game, enjoying a bit of corporate hospitality. Am I being softened up for a sale, thanked for previous work or both? And should that matter? It’s certainly true that relationships are the lifeblood of...Read More

It’s good to size things up first. It’s good to be prepared. It’s good to do your homework. But sometimes, you just need to pick up the phone, make the call. The cost of hesitation can be high. One thing I’ve learned in business is that sales people actually like being sold to. They respect...Read More

Do clients of yours, of many years standing, drift off and do business elsewhere? Frustrating isn’t it?! Anyone in sales knows the hard smack of rejection this emotes. Not nice.  Consumer behaviour theory will tell you that people make purchasing decisions based on a variety of factors – with primacy and recency being high among them....Read More