Most salespeople don’t realise this, but every sales meeting is a small theatre. You walk into a room with a complete stranger and, in seconds, the roles are set: judge and defendant, king and beggar, prize and pursuer. The tragedy is this: too many salespeople arrive...
Since November, I’ve been hearing the same refrain whispered like a tired prayer: “I’m exhausted.” “I can’t wait for December so I can disappear.” “It’s been a hard year.” Some people have already shut down. The doors are closed. The lights are dimmed. They will...
Every sales conversation has that moment — the tension point where logic and emotion collide.You know it. You’ve been there. The prospect leans back, folds their arms, and says, “It sounds expensive.” And in that instant, most salespeople freeze, defend, or...
I don’t know about you, but I grew up sort of Calvinist. I say sort of because my father — a Dutch Reformed minister — was excommunicated from the church before I was born. He went full Pentecostal after that. Speaking in tongues — that was the alcohol, I’m sure....
Just this Saturday evening, at a friend’s dinner party, it happened again.I turned into a ghost. I was mid-sentence — telling someone something mildly interesting — when a woman slipped into the space between us and began a fresh conversation with him. No apology. No...
When someone tells me they’re “authentic,” I flinch. Because the moment you have to say it… something’s already off. Authenticity isn’t something you declare; it’s something people sense.You don’t convince others you’re real by announcing it — you show it...
I’ve read a lot of marketing books over the years.Most focus on tactics, funnels, hacks, and quick wins.Seth Godin’s This Is Marketing hit me differently. It reminded me why I started doing this work in the first place. “People like us do things like this.”...
Some sales teams work incredibly hard. Early mornings. Late nights. Relentless activity. They hit the phones, they send the emails, they follow the scripts. And still… the results fall short. Not because they don’t care. Not because they’re lazy. But...
ABSTRACT: Limiting beliefs in sales are one of the biggest deal-closing killers. This short piece of text unpacks the 10 sales mindset challenges that can sink a sale. It attempts to give some answers on how to overcome limiting beliefs in sales. If you want to...
[Substitute ‘speaker’ for your profession].This post could also have been titled: Is SEO Dead? (Maybe the SEO gurus can weigh in here).I don’t know about you, but I’m getting less and less enquiries off my website. Five years ago, I would get...
