Sales

How to stop being boring

Stop being boring when you give a presentation I LOVE it when you send me questions based on my seminars and writings. I don’t mean ‘I like it a bit’, I mean I really love it – thank you, keep them coming! FREE COACHING Every month, I take one question from my newsletter readers (you are […]

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Your presentations are costing you money

About two years ago client of mine (a sales director) said to me: ‘I hate to think of how much work we’ve lost because of bad presentations!’ I asked ‘Well, do you know how much? Have you kept track?’ The answer was no. Although he could create a sales report on ‘lost opportunities’, his team […]

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Set sales fees in threes

If you’re in any kind of professional service, you’ll be familiar with the terror/excitement/awkardness of letting someone know your fee in a sales situation. You’ve built the rapport, created a value-filled proposal and you’ve put a lot of thought into your fee, but still too many people say no, or negotiate hard on your fee. […]

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How to build your unique brand

There are awards and associations for everything. Literally everything. Actors have Oscars, musicians have Grammys and there are even awards for goats. I’m not making that up. I once performed at an exhibition called ‘GOAT 2008’ and one of the cute little animals won ‘Goat of the Year’. (I never dared enquire what the goat […]

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Why I don’t take sales referral fees and neither (probably) should you.

Who doesn’t want more money? People love the idea of referrals, and they particularly love the idea of getting (or paying) a commission. It’s win/win, right? If you pay a handsome commission on sales, you’ll get more referrals. If you’re paid a handsome commission, you’ll give more referrals (and be able to buy more cocktails!)  – everyone’s […]

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The Single Biggest Reason People Aren’t Buying Your Service

Is there any area in professional services more mysterious and full of nonsense than sales? From myths about ‘embedded commands’ and ‘hypnotic language’ through to the latest ‘fool-proof sales system’ there’s more snake oil among sales gurus and books than you’ll find at the Centre for Snake Oil Studies in Snake Oil Land. Many larger professional […]

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How to get your LinkedIn Profile ready for networking

Your LinkedIn profile is your shop window as a business networker. Here’s how to get it right. Here’s something to remember about networking – if you’re not going to follow-up, then there’s no point going to a networking event in the first place. The value of networking really lies in the follow-up. Networking is a […]

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How to Prepare for a Networking Event

How many business networking events have you been to where you felt that the event was a waste of your time and energy? You met a few people, had some lacklustre conversations with people eager to sell you something, and left with some business cards which you didn’t follow up on? Have you ever ended […]

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How do I start a presentation?

When people think of ‘presentation skills’ a lot of the time they’re really thinking about ‘performance skills’ like body language, vocal presence and so on. But actually, a lot of these skills aren’t as important as getting the audience’s attention, and structuring a message to connect with and affect the audience. An ideal presentation will […]

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How to use slides like an expert

If you give presentations in business, this quick video will give you some tips that will help you appear confident and credible – even while using slides!  

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