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The Fire Hose

The fire hose is a great hose. You can put out buildings that are on fire and save many lives. There’s great value in having a fire hose. But if… Read more

How are you better than the other guy?

It’s a fair question to ask – why are your widgets better than the other suppliers? If you answer this direct you get into the ‘bagging you opposition‘ argument –… Read more

The Black Swan

The Black Swan looks graceful gliding across the water. But underneath the waterline the feet are working hard to make it look easy. It’s that way for many speakers. You… Read more

The Non-Icky Close

My friend Taki Moore talks of the non-icky close. Instead of asking the customer if they want to buy he asks them, “Where do you think we should go from… Read more

Solve my problem (The good real estate agent)

People buy your services for one reason – to solve a problem. If you don’t solve a problem you’re not going to survive in business. I’m in the process of… Read more

Perception of your message (Rant #2 about real estate agents)

The way you perceive your message is not always the way your audience perceives it. I’m in the process of selling my house and have been interviewing real estate agents.*… Read more

Cupcake rapport (Warning – rant ahead)

I’m in the process of selling my house. One of the real estate agents turned up to the listing appointment and thrust a cupcake into my hand – before he… Read more

Front of house – Back of House

The director of a stage play stands at the side of the stage to be in two worlds. She needs to keep one eye on the orderly chaos that is… Read more

From No to Yes – Sales Presentation

Between no and yes sits maybe. It’s the step that makes change palatable. What maybe are you including in your presentations to make it easier for the audience to change their mind? As always would… Read more

Confidence is B.S

Confidence comes when you know you will be successful. If you don’t know that you will be successful you can’t have confidence. What you need is courage. Courage to take… Read more

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