How to Command Attention

On holiday last year in Porthleven, Cornwall, storms had ravaged the coastline overnight. The following morning I stumbled across this sign warning of the perils of swimming today. It stopped me in my tracks as it appealed to every sense of survival embedded in me. However, it felt wrong, the words of an exasperated person. In selling, this tactic has often been used to persuade customers to buy. Project Fear was its name during Brexit and when poorly done, has a detrimental effect on the customer, driving them away. We…

Read More

Priority Triples

With the New Year long gone now, all salespeople and professional advisers will be well on the way to achieving their goals but might be running out of some steam. This tip will help you each day when you want to continue achieving those goals. Make a “ToDo” list. Everyone knows that too. Do a Priority Triple – that’s new. Choose three objectives – Personal and Business – that are an absolute priority for you on that day and make darn sure you complete them. Everything else is filler, not…

Read More

The Modern Buyer

Millennial, Generation Y or Gen Zs can be so demeaning. The flaky generation is even worse. Let's call them the modern buyer because many Generation X’s and Baby Boomers have the same traits. I like to use my smartphone, have excellent IT skills and am time poor expecting instant gratification. I don’t want to see a salesperson, preferring to buy myself online with little interruption. I can get around Google just as good as a 20-year-old and I’m not beholden to the like button on Facebook or Instagram. I can…

Read More