Motivating is that leadership skill of developing other people to do a better job. Within every business, there are recognized criteria for people development. What are those criteria for developing others (let’s call them “People Developers”)? Achievement Recognition Participation Growth These four factors are inter-related and overlap. One factor may be more important to one […]
Don’t Ever Lose Your Uniqueness
I was recently asked that if I believed that all customers and clients – and presumably prospects – are unique, would I agree that all front-line sales professionals are unique? Both the short answer and the long answer to that question is an unequivocal YES, most certainly they (we) are. This is precisely why I […]
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 […]
The Greatest Barrier to Sales Success Is?
The buyer-seller situation, like any human contact, is an exercise in human relations – the interplay, cause and effect of behaviour by two or more people on each other. In the buyer-seller situation, the seller must be responsible for shaping mutual behaviour – someone has to take the lead. At the start of the relationship, […]
I Like You Because You Are Like Me
I was chatting to a good pal towards the end of last year and we were discussing the characteristics of effective networkers – and let’s face it, we all need to be effective with our networking activities these days, don’t we? I advanced a theory that I had been ruminating on for some time – […]