When a colleague loaned me Stephen Covey’s “The Seven Habits Of Highly Successful People” many years ago, it took me about three months to get round to reading it – I now realise that I wasted those three months! In fact, I read it three times in order to ensure that I had fully digested […]
If a Salesperson Possessed Just Three Characteristics …
One of the most interesting and enjoyable exercises I perform before I engage with a new client is to conduct a full audit of the prospect’s commercial functions specifically the sales and marketing teams. One of the first results I always look for are those from the “Attitude to Change” assessment: It measures three personal characteristics, which have […]
What’s it Like in “Me Only Territory?”
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment .. For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball): So traditional salesmen and women are operating left field, […]
Say “Yes” to Confidence, and “No” to Arrogance
During a recent keynote, I made a case for confidence being one of the defining factors of all successful people we know, and I said…. “It is their inner belief that they can achieve anything they want to achieve, and enjoy as much success as they wish – however they personally define success.” The speech prompted […]