Shift Happens!!!

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Ignoring the recession for the time being (and remember you should not be giving it your attention or focus in any case) there can be no doubt that the world is undergoing change at an amazing rate, fuelled by population growth and technological breakthroughs. Shift Happens

Take five minutes to watch the attached video which provides an insight into how the extent, and pace, of change is accelerating (it refers to the US a lot but you will get the ...

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“It’s all about Price” Think again!

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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 ...
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Using Your Network to Grow your Business

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Using your Network to Grow your Business

If you could talk to one prospect, mentor or supplier that could propel your business to the next level who would it be?

They could be easier to trace than you think. The theory of six degrees of separation claims that it is possible to connect with anyone via a chain of up to six people. Numerous studies and experiments have been undertaken to prove or disprove this theory and whilst the findings can always ...

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The Lazy Business Owners Guide to Generating New Business

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Getting new customers is the most common subject I’m asked to give advice on for local businesses, even though I don’t think it’s as big a priority for many businesses as they think it is, but that’s a different article!

Because there are literally hundreds of things you could do to get more customers, I simply won’t accept the ‘we ...

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For Goodness Sake ASK!!!

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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”.


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The Power of Deciding You Want Something

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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 ...

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Take Responsibility!

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I am responsible.

Although I may not be able to prevent the worst from happening, I am responsible for my attitude toward the inevitable misfortunes that darken life.

Bad things do happen; how I respond to them defines my character and the quality of my life.

I can choose to sit in perpetual sadness, immobilized by the gravity of my loss, or I can choose to rise from the pain and treasure the most precious gift I have – life itself.

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Fishing for More Business

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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 ...

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Is Sales Really a Numbers Game?

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“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 ...

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