August 22, 2013 by   | 65 views | Comments (0)

A few weeks ago I attended a business lunch. The format for the lunch was a panel discussing how to do business in Asia. Scott Frew, CEO of Distribution Central, was on the panel. In the media, Frew has been described as one of Sydney’s super-rich who flies under the radar. [Read more]

tags | , , , , , , , ,
December 6, 2012 by   | 32 views | Comments (0)

1. Allow the customer to speak 70% (or more) of the total interaction time. To begin using this technique, at the end of an upcoming sales interaction, rate your listening versus speaking percentage. For example, 40% listening/60% speaking. [Read more]

tags | , , , , , , , ,
April 28, 2011 by   | 95 views | Comments (0)

By chance last week I watched a TED presentation by Caroline Casey. And I watched the entire 15 minute clip – which is something I rarely do. The reason I watched (or in effect was sold on watching) the entire clip was because of the genuine passion I perceived in Casey [Read more]

tags | , , , , , , , , , , , ,