Articles
“Either write something worth reading or do something worth writing.”
Benjamin Franklin
We’ve written a number of articles about industry best practice, leading high performance teams and the psychology of selling and how it can help Organisations, Practices and Leaders to get the best out of their teams; and individuals to get the most out of their careers.
If you’re in sales, business or dentistry we hope these articles will be really useful for you. Those who are new to using sales skills, tell us the principles are a revelation for them. If you’re established, it will reinforce your belief in what you do and give you a different perspective on how to further improve your performance.
Whatever field you’re in, you need to be able to influence and sell – it’s a fact. At some point in life, you will need to sell yourself, your ideas, your products, your business, your team, your services or your opinion. You continually have to influence and persuade people. That is true for all of us. These articles will show you how you can do that while engaging more deeply with the people around you. It will be beneficial for everyone in your life.
Are you spending enough time on your ‘Vital 20%’?
“If you want to make an easy job seem really hard, just keep putting off doing it” Olin Miller In our day-to-day work, business or life in general, we all have tasks or activities that are the most important and make a disproportionate impact on the progress we make....
Are you struggling with a difficult conversation?
“When we avoid difficult conversations, we trade short term discomfort for long term dysfunction” Peter Bromberg In my work with clients they regularly struggle with certain relationships. They may be; people they work alongside, people they work with (or for),...
Are you ready for your Annual Performance Review?
“Don’t lower your expectations to meet your performance. Raise your level of performance to meet your expectations” Ralph Marston It’s approaching November 2018, we’re heading into the final two months of the year! For many people working in larger companies we are...
Building rapport and strengthening relationships
“We like people like ourselves” Unknown origin In a previous article I gave my take on the Emotional Bank Account principle by Stephen Covey, it’s a representation of the health and balance of our relationships with people. Once your friendship groups and...
Developing healthy relationships – the Emotional Bank Account
“Trust is the Emotional Bank Account between two people that enables them to have a win-win performance agreement” Stephen Covey In his book “The 7 habits of highly effective people”, Stephen Covey shares the powerful principle of the ‘Emotional Bank Account’. The...
The third component to creating ‘lasting change’?
“The key to real and lasting change lies somewhere between what you know and what you do. It’s what you think.” Lisa Oz In my previous articles I wrote about two critical components in your journey to achieve personal and/or professional change and growth. These are...
How ‘consciously competent’ are you?
In a previous article I wrote about the key questions to reflect on when you are identifying your goals and creating a significant change in your life. It's applicable to; your work, career, health, relationships, wealth, in fact any area of your life you want to...
What, Why, Who, How…. in that order!
When I'm working with business clients, our initial sessions often start with a general discussion, and end with the identification of a significant goal or future aspiration. When we set goals it's really important to define the 'End Goal' or 'Outcome' you want, that...
How to engage your clients and improve performance using the INSPIRe sales process
Building trust with our clients is vital, this is especially true with new clients who often have a healthy degree of scepticism about making purchasing decisions with new suppliers or service providers. It’s important to ensure you’ve established a trusting...
Overlook selling fundamentals, sacrifice success
Everybody sells whether they know it or not. If you’re not aware you’re selling, you’re probably doing it very badly! If you’re in sales this article will be really useful for you. Those who are new to selling, tell us the principles are arevelation for them. If...