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After This Meeting

Without going into the scientific detail here, one famous persuasion technique involves asking someone whom you suspect to be disinclined to you and your views for a favour. The psychology is that when they acquiesce, they mysteriously switch to inclination towards you. I was reminded of a sibling of this

Journalistic Polarity

I’ve often been struck by how similar the job of a journalist can be to new business salespeople. The Times columnist Simon Barnes [http://www.timesonline.co.uk/tol/sport/columnists/simon_barnes/] passed on this pearl about his tuition: > “It’s the first thing you learn on

From Choker to Champion

An entertaining S African in-flight mag article tickled my attention for discussing how the label “chokers” became attached to the country’s cricketers. A sport psychologist named Henning Gericke was called upon to share his successful work with the rugby World Cup winning Boks in the hope of showing the

Abacus Transaction Cost Shifts

Bloomberg News introduced me to the latest in a long-line of recently uncovered shady financial practices. It involves hiding the true state of losses by misleadingly moving around debt positions; their scrolling headline text “ Abacus transactions allowed Goldman Sachs to shuffle debt risk like beads“. Whilst such a policy rightly

Process versus Pointless

I’ve long been amazed by how different a winning salesperson’s thought processes can be when compared to their lesser-achieving counterparts. I was summing this up for someone unaware of the workings of the sales world the other day, and used the ‘serial as opposed to parallel’ analogy. Thinking

3-Part Cold Call Process

I enjoyed the warm glow that came with seeing a non-salesperson successfully make some cold calls the other day. And what a pleasure it was. Admittedly the calls weren’t icily arctic, but work was still needed to get over the line to fix up the requisite face-to-face meets. It

B&Q Driving Force

Always captivated by entrepreneurial vigour, one tale I enjoyed learning involved B&Q. They changed the face of their sector in the UK, and latterly all over the world, even opening their giant DIY retail warehouses in China. When delving into the story it’s clear that of the

Canvassing Like Getting On Oprah

I guess we all reach that stage in life when you find that all the telly you watch is only late at night. I once saw the founder of Mumsnet say her busiest activity is between nine and ten o’clock at night. It was about this time that I

The Secret Is In The Dirt

Having stayed up absorbed by a compelling final round from Augusta, I was obviously a little disappointed for my man, Lee Westwood. Yet it was clear that Mickelson played a blinder. His outrageous shot to within a few feet from the trees at the 13th will go down as legendary

Six Sorrell Sales Tips

CNBC’s The Leaders often offers fascinating insight into leadership. It can frustratingly be because the CEO interviewed exhibits a bewildering lack of any traits traditionally associated with being a leader. Refreshingly the bouncily talkative CEO of the world’s largest ‘creative’ conglomerate, Sir Martin Sorrell [http://www.cnbc.com/