Who is the boss?
Your company structure provides a vital framework for business to be done in the best way possible. There are administrators who keep minor but essential parts of your operation working smoothly. There are specialists who add insurmountable value to your offering; there are managers who make sure everyone is able to perform at their optimum. […]Read more
You think you are ready, but are you well prepared?
At the beginning of your presentation you were full of enthusiasm; a potential new client and the possibility of a great new business relationship – and yet here you are, your words are rushed and jagged, and your brain has gone blank as unexpected questions are thrown at you from all angles. Your preparation is […]Read more
Do I trust this person not to eat me?
Consciously or unconsciously our brain is relentlessly ensuring our survival. And while our lives are complex and we deal with regular change, our reptilian brain is constantly asking a single simple question: Will this kill me? This may seem extreme when we are talking about sales and business success – where death by a blow […]Read more
The mechanics of magnetism
You need new clients desperately – your sales figures are dropping and your business is looking less and less viable. But you would almost rather die than pick up the phone and start calling potential clients, or attend a networking event. As you force yourself to undertake these tasks, you are aware that not only […]Read more
How to avoid crash-landing your sales presentation
Your marketing material looks great, your sales pitch sounds polished and clever, you’ve researched your client and you know your product inside out. Yet at some point in your presentation you get the feeling your potential client is looking for the emergency exit, and you sense you’re heading into a nose-dive. Once a potential client […]Read more
Three wise men
Once upon a time three wise men rode across the desert on camels, following a star. A star full of promise and hope for a future that was bigger and fuller than the present. While the coming year may be full of promise and hope for you and your business, make sure you don’t set […]Read more
Are your clients an asset or a debt?
Being able to assess a client’s suitability and the long term benefits of the relationship are vital if you want to create an optimal client base and super-charge your business. But how can you tell if clients are an asset or a hidden cost? Are your clients: Constantly asking for additional work but not paying […]Read more
The fastest way to boost your reputation
Creating new relationships is paramount to profitability and a successful business. But is all new business an asset to your company and how do you justify turning away potential clients? Logically, the more clients you have the better your business. But this is not necessarily true. More of the right clients can supercharge your bottom […]Read more
Three steps to crafting powerful metaphors
Using a brilliant metaphor when talking to clients will elevate your old-school sales pitch to a brilliant results producing sales message. But how do you create a metaphor that works perfectly for you? You need DAD. No, not your father… Direct Appropriate Directed Direct – Metaphor needs to pack a punch. It is a […]Read more
Metaphor, your secret sales superpower
Explaining your product or service to potential clients can be an awkward, tongue-tied experience. Adding more words to an already verbose spiel, you plough on regardless but as you see their eyes glaze over, you feel the disinterest and you know you’ve lost another sale. Crafting a sharp, succinct sales message is essential to winning […]Read more