Self Management

I keep hearing from business owners across all markets that everything is driven by price. Of course, as budgets are coming under even more pressure, consumers and commercial buyers are more sensitive about price. However, it remains true that most people would still rather buy from companies they actually like and give them exceptional customer service.

If you compete just on price you will get driven into a downward pricing spiral because:

• Your sales team will have a poor attitude and approach ...

This week I was walking through one of my clients sales processes with them. We noted that the law of intent was operating with potential customers. This law states that unless the customer acts while the idea and emotion of your conversation with them is fresh in their mind, their desire evaporates exponentially from the time they leave you to go and “think it over”.

The Bramshill Adder – The power of deciding you want something
Ever since I was young I have always wanted to see a wild Adder. Hours spent searching sand dunes and heathland as a child had been fruitless, and whilst my interest wained as an adult I always kept an eye out in likely places.

Last year however something changed. I made a decision I was going to see one. Living near Bramshill was a ...

Fishing for more business?
Don’t just sit there do something!
From a young age we are programmed to be creatures of habit.  Our assumption is that change means hard work, possible failure and the BIG one – stepping outside our comfort zone; so it’s simpler to do things the way we always have.  Right?
If you are finding your business is not delivering the money and lifestyle you want change ...

“Until your business is turning over £1m your priorities should be sales” – Verne Harnish (Author of Mastering the Rockerfeller Habits).

The term sales is a numbers game (used by many of my favourite sales guru’s) has been vexing me lately.  I do agree that it is a game and that numbers are involved but something is wrong with it.

There are two numbers of interest to the serious ...