Podcast

Episode #188: Covid-19 Triggers Tougher Negotiations Part 2

In Part One we looked at some of the key basics in negotiating: 1. Our Position 2. The Client’s Position 3....

Episode #32: Tell Or Sell

Uh oh! Powerpoint slide after powerpoint slide bombarded me with detailed data, specs, diagrams and text inf...

Episode #134: Pushy Or Prescient

Pushy salespeople are very, very annoying. They try to bug you into buying and we really don’t like it. We...

Episode #187: Covid-19 Triggers Tougher Negotiations Part One

Clients who are now suffering will shortly make you suffer too. They will be much more price sensitive and ...

Episode #31: Be A Gold Medal Listener

There is a tremendous amount of noise buzzing around in the world of business today. The noisiest portion i...

Episode #133: Know Your Target

I was at a speech recently, given by a very prominent person, an extremely experienced speaker, to a very p...

Episode #186: Salespeople Should Start Preparing For V-J Day

At what point will things get back to some semblance of normality? It is a bit like trying to pick the bott...

Episode #30: Ending Speeches With Aplomb

It is rare to see a presentation completed well, be it inside the organisation, to the client or to a larger...

Episode #132: Your Efficiency Is A Mirage

The disappearance of Executive Assistants and Secretaries reflects the dominance of the keyboard and a DIY a...

Episode #185: Covid-19 Or Not, You Still Have To Master Client Objections

Client hesitation or objections to buying from us are indicators we have failed in some keys areas in our pr...

Episode #29: Four Principles For Principle Driven Sales

In 1936 an unknown author, despite many frustrating years of writing and receiving rejections, finally manag...

Episode #131: Sales Skills Or Boozing Skills

A LinkedIn post I read recorded how an American sales guy got off the booze and the client entertainment rat...

Episode #184: Covid-19 Makes Sale's Listening Skills More Critical

Typically we speak at 150-200 words per minute but we can listen at up to 600 words. We have excess capacit...

Episode #28: Five Ways To Deal With Your Mistakes

We want people to fail! That’s right, because we all know that we are the product today of all of our accum...

Episode #130: Be Clear Or Be A Disaster

Most talks and presentations we hear, we cannot recall. Why is that? We were there presumably because we h...

Episode #183: COVID-19 Sales University

Living in Brisbane, I would commute to and from work by car listening to audio tapes on business subjects li...

Episode #27: Two Seconds To Hero Or Zero

How long does it take on average to form a first impression? My students tell me two seconds. Wow. What d...

Episode #129: Switching Your Mindset About Putting Things Off

We know we should do that project or piece of work but we resist. We may even be bold and get it into our T...

Episode #182: Managing Client Expectations In Lockdown

Working from home is new and difficult for many of us. Sales, in particular, as a profession is such a huma...

Episode #26: Four Steps to Understanding Buyer Needs

Powerpoint slide after powerpoint slide bombarded me with detailed data, specs, diagrams and text informatio...