On Show

By / / Brand & Reputation, Self Promotion, Wellbeing

Recently I have been watching the rerun of “Life at 1” on ABC TV in readiness for the “Life at 3″ series as I am fascinated by all things behavioural and developmental. The series focuses on children and their development from age one and beyond, similar in concept to the Seven Up series. However this series cannot be complete without the children’s parents and siblings being involved.

I am interested in the series because I am a parent, however it is amazing what you can learn about other areas of your life from seemingly unrelated sources. This is …

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The Dark Side

By / / Assessments, Attitudes & Behaviours, Brain Science, Coaching, Emotional Intelligence, Neuroscience, Neuroscience in Sales, Sales Leadership, Sales Management, Sales Psychology, Self Development, Uncategorized, Wellbeing

How well can we manage ourselves, our teams and businesses in a crisis or tough times?

Are our actions and behaviours putting us, our people and our businesses at risk?

As leaders and managers we are on show and our actions often speak louder than our words. In challenging times this is even more evident. Under pressure cracks may appear and our leadership is put to the test.

How do we cope under pressure? What happens to us when we crack? When placed under high levels of pressure, most people will rely on coping mechanisms or their strengths …

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Making Decisions

By / / Attitudes & Behaviours, Sales Leadership, Sales Planning, Sales Relationships, Sales Skills, Value Proposition & Value Add, Wellbeing

Several years ago I read a great book called ‘Kids Are Worth It – Giving Your Child the Gift of Inner Discipline’ by Barbara Coloroso.

This book has served me very well as a parent giving me guidance in how to raise self-aware and self-disciplined children. In particular, I learnt by heart the following questions which I ask myself whenever I make decisions and in turn, have taught my children to ask whenever they make decisions.

The 3 Decision Questions are:

  • Is it life threatening?
  • Is it morally threatening?
  • Is it unhealthy?

For instance, when my then 7 year old son asked if his 2 …

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Healthy Salespeople – Healthy Sales Results

By / / Brain Science, Mindful selling, Resilience, Sales Excellence Acadamy, Sales Talent, Wellbeing

Warning! This might sound like your mother.

As I have stated previously, sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. They are self disciplined, self managed and take good care of themselves. You only have to look at them and know they are healthy. Their skin is clear, they have a vitality about them that is fresh, their attitude is positive and they are keen to learn.

What sort of sales culture do you encourage? Is it one of health and wellbeing …

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Peak Performance in Prospecting

By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Emotional Intelligence, Mindful selling, Networking, Neuroscience in Sales, Prospecting, Resilience, Role Clarity, Sales Pioneer, Sales Skills, Self Promotion, Wellbeing

Building on from last week’s topic ‘The Optimistic Sales Professional’ I thought I would extend the theme further and explore the topic of ‘Peak Performance in Prospecting’.

A peak performing prospector is a salesperson who displays passion, self motivation and results focus. They are disciplined in their approach, evaluate and purse viable opportunities while remaining optimistic, resilient, committed and energized. They are ethical at all times and display empathy, respect and courtesy towards their prospects. To help us look at this in more depth let’s look at what is considered peak performance.

What is Peak Performance?
“Sustained, continuous performance at …

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The Optimistic Sales Professional

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Neuroscience in Sales, Resilience, Wellbeing

Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. An increasing body of research is showing that keeping an optimistic outlook, and having the physical energy to meet the demands of working in sales are critical to a sales person’s effectiveness, success and overall well-being. Something many of us know intuitively, however it good to have it validated.

Managing and overcoming setbacks is key to succeeding in anything. In sales we are tested everyday. Without a sense …

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Watch who you let near your mind

By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Emotional Intelligence, Mindful selling, Neuroscience in Sales, Prospecting, Resilience, Wellbeing, Yielding

With the Sub-prime market issue in the US and its effects on countries and the world’s stock markets featuring as a daily major news item at present who can blame people for getting a bit nervous and worried about the future. You can see it with the panic selling of shares and so forth. However if we let this and other issues get to us and allow ourselves to blow things out of all proportion we can, in turn, create our own demise. Whilst it is critical for business owners and sales people to keep abreast of …

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Meditation as a path to Happiness

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Neuroscience, Wellbeing

 

Season’s greetings to you, your teams and your families.

I have enjoyed sharing my opinions, ideas and work with you over this year.

I hope it has supported you in some small way to achieve your goals and endeavors and I look forward to being of service to you all in 2008.

 

Now given my focus has been on ‘Sales’ you might wonder why I am focusing on “Meditation as path to happiness’ as my final piece for 2007. There is method in my madness. You may recall some months ago I wrote about ‘reflecting on reflecting’ and how …

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A Time To Reflect

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Wellbeing

I don’t know about you, but I often find myself reflecting on a whole range of things in my life including my professional sales career and wondering at all the things I have learned over the years.

Conscious reflecting on sales has now become almost a daily occurrence for me, especially, since I have been writing this sales blog. There are so many aspects to selling that the more I look into selling the more I find to reflect upon. So it was with some amusement that I found myself reflecting on reflecting itself and how valuable it …

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Ashamed of being in sales

By / / Attitudes & Behaviours, Call Reluctance, Ethics & Values, Mindful selling, Prospecting, Value Proposition & Value Add, Wellbeing
  • Need you daily fix of self-help tapes/CDs or guru books to get you pepped up to sell.
  • Have a fragile positivism about sales, which bursts at the slightest criticism.
  • Can’t wait to get out of sales to get a “real” job.
  • Secretly ashamed of being in a sales career – this isn’t what I should be doing, my mother wants me to be a dentist.
  • Fear the loss of approval of your friends, family or peers because you think they will think less of you if you are in sales.
  • Don’t like being called a sales person – prefer titles like marketing consultant or pre-need …

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