Latest Posts

In a recent webinar about questioning techniques, a participant asked, “How many questions does it take to sell a product?” Great question! Gong* says the ideal number is between 11-14… Read more

What if this – COVID, lockdown, everything stopping and only just re-emerging now – was the exact way it was meant to be right now for you? What if it… Read more

When the world changes, everything changes. Sometimes it’s for the worse and we can’t go out, play sports and keep our economy alive. But sometimes it’s for the better. Things… Read more

With social distancing set to be the dominant theme of 2020, businesses will have to find new ways of servicing their customers without going onsite. Understanding how this set up… Read more

When you ask a question as to why someone thinks a certain way, the answer you get reinforces their position. This makes it harder for you to move forward. This… Read more

It’s the wrong question because it’s based on a belief. Beliefs are hard to change and they can never be wrong. Beliefs are bound up in what we think about… Read more

Many sales people go into a sales call with the wrong focus. This incorrect focus happens because it’s easy and is common place. But it hurts sales and causes sales… Read more

Many sales people go into a sales call with the wrong focus. This incorrect focus happens because it’s easy and is commonplace. But it hurts sales and causes salespeople to… Read more

Every sales person/account manager in the machinery industry is under the pump – time is short. No one constantly gets through their to-do list, emails remain unanswered and phone messages… Read more

Earlier this month I was lucky enough to spend a week in #Abidjan, Cote d’ivoire – West Africa – conducting my Position | Engage | Influence course for @Caterpillar Inc…. Read more