Articles under ‘Personal Effectiveness’

Yesterday I got up at the crack of dawn and travelled 4 hours for a hot meeting. It was about as well qualified as you can get. The meeting had been confirmed and double checked. It was just a formality….ever had that feeling?
Well, sometime over the weekend their budgets got changed and so by the [...]

As an accidental sales person it can be a difficult juggling act between selling, running your business, and delivering your services. How can we become more productive and create more time for vital sales activity, especially when we are busy with client work? In this recording, leading productivity expert Richard Maybury explains how to better manage our time and maximise the results we get from each and every day.

Sales is a fantastic vehicle for personal development. It involves confronting your fears, stretching your comfort zone, and expanding your thinking. It takes courage to do things you find uncomfortable. Learning to sell requires courage!
Courage is also known as bravery. It is the ability to face fear, pain, danger, uncertainty or intimidation. It is called [...]

Sometimes it is hard to prioritise our day, our week, or our month. There are so many things competing for our time. I learnt a technique from my days in IT consulting which really helps me prioritise at times when I have far too much on my plate. It is a good start in helping [...]

If you were considering a weight loss course you may be forgiven for believing that the program lacked credibility if the person running it was significantly overweight. The same could be said for a voice coach that has a squeaky and irritating voice. It does not matter that this person has helped lots of people [...]

A typical syndrome with accidental sales people is ‘feast and famine’. You have a dearth of paid work and so you devote your attention to finding new business. Eventually your activity pays off and the opportunities start to show up. You then start delivering and getting stuck into doing what you do best. Meanwhile lead [...]

This is a recording of a tele-seminar with Chris Mather, a very successful regional sales manager of a company that sells door to door. The idea was that there is probably lots of insights to be gained from a style of selling where rejection happens on a major scale. We were not disappointed! Although a [...]

The advice of UK’s leading procrastination expert Nicole Bachmann is to lower the bar if you are suffering from procrastination. According to Nicole, the problem a lot of people have when procrastinating is not that ……..

What is procrastination costing you? Leads? Clients? Sales? Procrastinating on generating leads, following up or even closing can be a costly habit in sales. So it might be worth finding out what’s behind procrastination and what can we do about it.
In this recording I interview the UKs leading expert in beating procrastination, Nicole Bachmann. Nicole gives us some tips on what we can do to stop procrastination getting in the way of winning business. Although the principles apply to all parts of the sales process, Nicole focuses on cold calling as this is normally a major problem area for accidental sales people.

When you speak to a prospect or a customer, indeed when you speak to anyone, the words that you say are important. At the very same time you utter the words there is something else communicating in the background that has the potential to either drown out what you are saying OR to give your [...]