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Latest blogs and newsletters

 

We regularly create blogs and also post any newletters we send out to our clients. Feel free to read them.

The Manager’s Most Frequent Question

The most frequent question managers ask me is, “Why don’t people ever do what I want them to do?” The common explanations are that employees are lazy, disagreeable, nasty or just plain stupid. The usual solution is to try to replace them. The next person hired often...

The Mind of the Leader

After more then 35 years as a management consultant, I have learned that to make any real difference to an organisation you must start with the top person. You can deliver seminars and training to employees. You can work one-on-one with the senior executives. You can...

The Ideal Customer

Throughout my many years consulting and training company owners, executives and employees around the world a frequent complaint has been, “We don’t get good customers or good sales prospects. Many of our sales prospects are not qualified.  And many of our...

The most important thing about selling

It seems silly to have to point this out but: The most important thing to do when selling is to have no thought that the prospect may not buy. If you can do that, (and if they really are a genuine prospect) they will buy, always. I have trained many people to sell. I...