O.K. there isn’t one. But my experience with prostate cancer taught me that the frightening process of diagnosis, treatment and (for most) recovery is NOT a humour free zone. You have probably heard the phrase “laughter is the best medicine”. I can report that even in the most difficult of

It seemed ironic that shortly after my recent mortality awareness course (the Heart Surgeon insisted on calling it a Quadruple Heart Bypass but for me it was more than that) that I should be invited to deliver the Eulogy at the funeral of a good friend who after a long

When was the last time you asked a trade customer for a testimonial? Seeking testimonials and using them should be in every field sales persons (AND their managers) DNA. Genuine testimonials make powerful sales tools when used effectively. Plus they are free. During a long B2B sales career it amazed

You probably know the old sales acronym “ABC” which means “Always Be Closing”. I firmly believe in asking for an order in the B2B sales environment and have provided a few of my favourite and more importantly proven ways of asking for the business below, but always closing, (in all

Like you, I have for many years donated to charity and sponsored family, friends and business colleagues as they have taken part in charitable events. This time I am actually doing something myself. My wife and I are taking part in the inaugural Pets As Therapy Sponsored Dog Walk taking

Sales people are as diverse as the rest of the population. There is no one personality type that guarantees an individual will be a successful sales person. Though it is rare to see someone move in to B2B sales after several years in the actuarial profession. In a busy, demanding,

“Sell me this pen”. It’s a well-established sales exercise. Often used at interviews
If you are ever asked the same question. There are 4 key sales skills an interviewer is looking for when you answer. I.E. how you:-
Gather information
Respond to information
Provide information
Ask for an order

There are 6 key characteristics that I believe all sales professionals should have. The first of these is integrity and if theres one thing that Jordan Belfort lacked during the period the film covers it was integrity.