The Path of Least Resistance

You have to keep it moving. The sale that is. As a salesperson, you have to keep it trundling along; otherwise, the transaction will stall and possibly grind to a halt. We’re having some work done to our cellar at home – I’m converting it into a home office so I can work from home in comfort. With high-speed broadband and an inbuilt video studio, I’m very excited. The original cellar is a Victorian coal bunker built underground since the house doesn’t have rear access which was a significant problem…

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How to Use Notes When Speaking

Way back in 1994, I ran a training team and was scratching my head as to what to buy them for Christmas. I came up with the idea of plastic recipe book holders so they could place their running notes on them at the perfect angle to read them from a distance. Running notes is a phrase I coined years’ ago to describe what speakers and trainers need to have to remind them what to say or do during a speaking or training engagement. Over the years I’ve developed various…

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Future Business is all about Speed

We only had a 45-minute wait for our supper at the Beehive in Cheltenham but both of us tut-tutted with the delay. Should’ve gone to KFC I joked, you don’t have to wait there. The waiter was smart, attentive and young so our supper conversation drifted to young people and how to work with them and sell to them. Yes, I have riveting conversations at dinner. But my thoughts segway to the fad of instant gratification which people label Gen Ys with, with some justification. Everything is expected immediately nowadays…

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