April 3, 2014 by   | 18 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   | 26 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…

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…

November 7, 2013 by   | 42 views | Comments (0)

In this sixth and final week for CIOs who want to BTO (Be The One) to work with, the focus is on, Whatever can be seen, Will be seen. Let me explain. How you listen, speak, present, handle, carry and conduct yourself might be at a high standard, but if your personal habits or how you dress yourself or your dress standard is less than a C level standard, it will be seen Read more…

October 31, 2013 by   | 75 views | Comments (0)

In this fifth week for CIOs who want to BTO (Be The One) to work with, the focus is on how to handle pressured interactions and environments.

Here are two main principles with sub-points for handling various pressured interactions:

1. SODA (Stop – Observe – Decide  - Act). Read more…

October 24, 2013 by   | 41 views | Comments (0)

Four minutes into the presentation I was thinking, ‘Where’s he going with this?’, and ‘What’s the key message?’. Read more…

October 17, 2013 by   | 32 views | Comments (1)

In this third week for CIOs who want to BTO (Be The One) to work with, the focus is: Feedback is a gift. Read more…

October 10, 2013 by   | 30 views | Comments (0)

In this second week, for CIOs who want to BTO (Be The One) to work with – the focus is on ‘owning’ chance encounters.

Let me explain. I worked with a CIO a while back who was very talented but was ill-at-ease in chance encounters with senior stakeholders, his peers and with his direct reports. He didn’t know what he should say. The first thing I worked on with him, was to maximize the number of positive impressions he was conveying. Read more…

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