Talk Selling

Blink - Malcolm Gladwell

How many times have we been in a business meeting and we have had some kind of alarm go off in our heads, something just doesn’t feel quite right about the situation. We feel uneasy and out of balance and all this happens in the time it takes to blink your eye. This as we say raises alarms because often it’s our intuition that lets know this not our cognitive logical part of our brains. It could be so many things, here are some examples; the tone change in their voice, the lack of interest in their body language, or seeing an expression on their face. I am very tuned in to how long it takes for a client to return a phone call. There are different  categories 

Linkedin is more than Facebook for business

When Chris and I run business training sessions networking is always a hot topic for discussion along with how we use linkedin. When we review the profiles of our delegates we always find that their networks are

Alarms, real or false

Sometimes you’re working away in your office and the fire alarm goes off  and you stop for a minute and ask yourself is this a real or false alarm, what do you do? If you are like most people I know unless they see people running down the corridor they tend to ignore it. Intuitively, we use the same internal responses with our clients. We often observe something that is potential issue, e.g. a competitors name in the company sign in book. We may hear something in a meeting that we would like to ignore e.g. the budget meeting has been delayed. Or we intuitively feel something is not quite right .e.g. the client has a longer time period in retuning our calls. Usually these are alarms that are going off and we tend to ignore and get on with our daily tasks

Pay it Forward-The Secret to Success!

Early on in my selling career I can remember a trainer who inspired me, as he was so knowledgeable about selling and psychology. I was fortunate enough to go on a three day course with him and tap into some of his fine wisdom, which gave me a renewed confidence to go achieve. Whilst I sat in his class I was thinking that at some point in my life it would be great if I could help others serve their clients and achieve success for themselves. At the end of his course, when we had exhausted this poor man with our questions, he said one thing that always stuck with me, “Now I have taught you, go help someone else and pass it on”. Many years later