Presence, Charisma, and Charm (PCC) are seemingly intangible attributes that you either have or you have not. And yet the lucky few who are labeled with those titles are not always the ones we would expect. They are often not conventionally handsome or beautiful and yet, undeniably they have ‘The X Factor’. And, whether you…
Negotiating is the ‘poor cousin’ of ‘selling’; simple as that. It is highly probable that you would prefer not to have to ‘negotiate’ if you can do a deal using your standard terms and conditions. This reluctance to negotiate is most likely if you are from somewhere outside the classic negotiating centres of the World,…
As the new UK PM Theresa May travels between EU leaders to ‘negotiate’ Brexit …the speed of Article 50 implementation….and all the other ‘exit’ details, she and the people she has to speak to will have to make a lot of decisions. So it is interesting to remind ourselves of the truth behind complex human…
The biggest driver of customer loyalty is not after all the things you may think like ‘value for money’, ‘customer service’, ‘ range of choices’, and so on. No…in fact it is the speed, effort, and willingness with which you handle customer complaints. In fact, it so important a factor that any customer who has…
Stop you making the mistakes still made by 95% of all sellers; the ‘also-rans’. Start you making your first £million by becoming one of the 5% who knows what really sells. (And start you getting very rich indeed) (FREE) The 8 key steps in selling….and how to do them properly for once: Your customer learns about your product or service through this…
When I first started selling copying machines for Xerox in London in the early 1970s, we were frequently admonished by our sales manager for selling ‘emotionally’. He told us that such sales based on stories (typical imagined situations in which copies on to –old fashioned- ‘light-sensitive’ paper could be lost) and feelings (about possible problems…
When market conditions become tough or change suddenly, businesses tend to seek and then implement quick fixes to improve falling sales. Most of these turn out to be disastrous if not suicidal. Nevertheless, they soldier on hoping that what they can see is a light at the end of the tunnel. They little realise that…
A few years ago I wrote a little book called “Cold Calling for Chickens” it still sells very well and frequently features among the top-selling business books on amazon*. (Thank you fans!) *(By the way, reader comments range from the extremes: “Disgraceful” on one side to “Brilliant” on the other with “OK” to “Very Good”…
I’m not a ‘divine intervention’ type of person; maybe I should be. But three experiences in the past month, all to do with ‘stand-up presentations’ seem to indicate that ‘the Cosmos’ may be directing me to write down a few guidance notes about delivering an effective stand-up presentation. (On the other hand, these cosmic imaginings…
The biggest driver of customer loyalty is not, after all, the things you may think, like ‘value for money’, ‘customer service’, range of choices’, and so on. No…recent research shows that we actually judge our suppliers by the speed, effort, and willingness with which they handle our complaints. In fact it such an important factor,…
If you are familiar with advertisements for novelty domestic gadgets (See ‘B List’ TV channels around 3:15 am) you will also be familiar with the hyperbole that accompanies everything from the sale of magic cucumber peelers to clockwork vacuum cleaners. The fact is that if one wants to return the ‘guaranteed’ goods (Through a paucity…