Prospects Aren’t Always Prospects
Monday, 30 Mar, 2020
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need for our solution is a prospect. But

Practical Decision Making: a route to enhanced effectiveness
Monday, 16 Mar, 2020
Practical Decision Making: a route to enhanced effectiveness

What are decisions?While the perceived wisdom defines decision making as the

The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change
Monday, 9 Mar, 2020
The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change

How many times have you tried to sell an idea to a colleague, only to have it be misunderstood or ignored?

Why We Get Objections
Monday, 17 Feb, 2020
Why We Get Objections

For years I’ve written about how sales suffer because the sales by adding the function

Sales as a Spiritual Practice
Monday, 3 Feb, 2020
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, sellers play a role in any economy. While our

Speaker or Listener: Who’s Responsible For Misunderstandings?
Monday, 27 Jan, 2020
Speaker or Listener: Who’s Responsible For Misunderstandings?

There’s been an age-old argument in the communication field: