April 17, 2014 by   | 8 views | Comments (0)

“Allow time simply to mess around, with no particular outcomes in mind. Engaging with others  . . . tranforms ordinary or corrosive interchanges with others into endless sources of genuine positivity.” Read more…

April 8, 2014 by   | 36 views | Comments (0)

In overseas state visits representing Australia, Prime Minister Tony Abbott looks, either like a schoolboy, or like an advancing Rugby Union fullback. Read more…

April 3, 2014 by   | 17 views | Comments (0)

A former top-rated chess player, Michael Valvo, once said, “the downfall of many in chess – as in life – is that they ‘concentrate’ on only two or three moves while at least seven or eight are usually available”. Read more…

March 27, 2014 by   | 22 views | Comments (1)

Choosing a structure that best sells your idea/solution, can give you an edge in making a winning sales presentation or pitch.

In their book, The Art of woo, R. Shell and M. Moussa share a great structure – the PCAN structure. Read more…

March 20, 2014 by   | 24 views | Comments (0)

Picture the situation. You’re in the audience listening to a presenter. The presenter is wrapping up the Q&A part of the presentation and ends with, “Ok, then we’re done.” Read more…

March 13, 2014 by   | 18 views | Comments (0)

70% or more of sales are won early in the process. This means, that how you open the first face to face meeting with a prospect is a key slice of time – as you may win/lose the ‘sale’ based on your performance in that meeting. And how you handle the first 75 seconds of so is very important. Read more…

March 6, 2014 by   | 18 views | Comments (0)

Albert Camus was once asked which he preferred, football or theatre. He replied, “Football, without hesitation. After many years during which I saw many things, what I know most surely about morality and the duty of man I owe to sport.” Read more…

February 27, 2014 by   | 25 views | Comments (0)

. . . you will lose to someone who is.”

This quote is from the Little red book of selling. I heard the quote while listening to an audio-recording on the website Leader Network.org. Here is the link: http://www.leadernetwork.org/ Read more…

February 13, 2014 by   | 19 views | Comments (0)

“Would your life be better if you gave up on this goal?” This question is one of ten questions Lori Deschene suggests you ask yourself about your goals. It’s from her article, 10 questions to ask yourself before giving up on your goal. Here is the link to the article: http://tinybuddha.com/featured/10-questions-to-ask-yourself-before-giving-up-on-your-dream/ Read more…

February 6, 2014 by   | 20 views | Comments (2)

Using the FRAPS acronym is a simple, powerful method to determine which prospective clients to target.

The acronym comes from Nido Qubein, entrepreneur, President of High Point University, whom I’ve learned much from over the past 20 years. Read more…

December 19, 2013 by   | 28 views | Comments (0)

In 1942, Franklin Delano Roosevelt converted one of his own government department memos – a blackout order,  Read more…

December 5, 2013 by   | 60 views | Comments (0)

“What he had discovered was simple: When you submit in spirit to aggressors or to an unjust and impossible situation, you do not buy yourself any real peace. You encourage people to go further, to take more from you, to use you for their own purposes. Read more…

November 28, 2013 by   | 36 views | Comments (0)

I was having a coffee with a participant who had been enrolled in one of my past sale presentation programmes.

He discussed how over the past few years he came to really appreciate and know the importance of ‘less is more’ communication. That is, using less words/omitting needless words in the delivery of your spoken messages, has more impact. Read more…

November 21, 2013 by   | 45 views | Comments (1)

“It’s still all about Kevin.” This was Nick Xenophon’s apt comment about Kevin Rudd’s farewell speech in the Australian Federal Parliament last week. With the melodramatic speech, Rudd revealed how much he is taken with himself. Read more…

November 14, 2013 by   | 33 views | Comments (0)

Upon reaching the corner office bosses lose their ability to read subtle body language and other cues- such as the ability to detect a real versus fake smile. Read more…

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