Latest Blogs

What a great North East saying: 'Shy bairns get nowt!'. I loved it from the moment I first heard and understood it, and have taken the liberty of including it frequently in my sales training...
It’s a real show stopper: you think you’re getting along famously with your buyer, all is going well, they like you, they like your product and then, just as you’re about to close...
It’s got to be one of the most annoying three lettered words on the planet – “BUT…!” “That’s a great idea but…!” “I’d love to...
Following on from my last post, when we explored the love angle to sales and considered ‘lovers, friends, acquaintances & strangers’, I also hinted that maybe sometimes love or more...
What's love got to do with it? When it comes to sales, you could say sometimes ‘just a little’ and sometimes ‘a lot’. Let me explain…Firstly, ‘a lot...
Mojo means ‘the magic in what we do’. To have ‘lost your mojo’ refers to a loss of inspiration, motivation or creative genius; a loss of that special spark. The word,...
A Pot Of Jam ( The Important Things In Life ) Translated from a French story   As another year gets well underway, and great resolutions have been made and sometimes already broken, I...
Out sales coaching in the field all last week and thought I’d share a common theme from diverse people engaged in selling- Frustration & Desperation. “I’m doing all the right...
Just back from Dublin and boy do the Irish do recession well! As a friend of mine said: “we did boom better than anyone else so why not bust as well?” With expected horrendous further...
I’ve just returned from a five week visit to California and it’s certainly got me thinking about customer service and the little things that can make a huge difference to a customer...