Cottesloe Sunset - the view while I discussed the contents of this post with John on the phone

I was on the phone to John last night on the way back from a meeting in Fremantle.

We were talking about the weeks client coaching and sales training sessions.

John is suffering from a bad bout of the flu (so I was glad he was at the other end of the phone while I was driving past the setting sun at Cottesloe Beach on a lovely West Australian Winter’s clear blue sky  Friday afternoon..) [click to continue…]

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It's all interesting, but tomorrow we all still need to Sell

It’s election weekend in the land of Oz..

It’s raining outside… but the TV on every channel analyses, reanalyses and competes for who has the best computer generated graphics and who has the oldest, most wise heads on their panels. [click to continue…]

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How did you go in Europe? The Answer..

August 17, 2010
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In the past 24 hours since we got back from Europe people are kindly asking me ‘How did you go Leigh (in the World Masters Water Polo Competition)? I can give them the long answer and I can give them the short answer..

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Sales Training Lesson # 35 The Unfair Sales Advantage

August 15, 2010
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As I write to you from my place in Margaret River, it’s Sunday 7pm and both children are asleep… If you have children you’ll appreciate the significance of that. Even if you don’t have children yourself… You’ll no doubt agree that often getting kids to go to bed can be like herding cats – and [...]

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Lead Generation Warning Signs You Must Not Ignore

August 8, 2010
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It’s Sunday Night here in Margaret River.. Shannon and I very bravely ventured out last night into the freezing cold air with our 4 week old son to attend a friends 40th birthday. Lachie was awesome, it was really loud in there (as you would expect at a 40th), but we just found a protected [...]

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Sales Training Lesson #71 The Death Trap of Product Knowledge

August 1, 2010
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It’s Sunday night and I am writing to you from my living room table as my wife Shannon and daughter Mischa watch “Dancing with the Stars”. This week was a real eye opener. I had preliminary meetings with 3 businesses with 15 plus sales people who have never done any structured, on going training or [...]

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Sales Training Lesson #39 Gillard, Abbott and What Dr Suess can Teach us About Sales

July 25, 2010
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It’s Sunday afternoon – cold and raining outside- Winter in Margaret River. My beautiful wife, 3 week old  son Lachlan and 3 year old daughter Mischa are all down stairs quietly watching a Disney movie. Leroy is in Copenhagen, just about to get smashed by massive ex Olympian Yugoslavians and Russians in the world masters [...]

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Sales Training Lesson#87: An Audit of Your Sales Process that might Make Your Undies go Tight

July 17, 2010
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An Audit of Your Sales Process that might Make Your Undies go Tight

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Sales Coaching Lesson #56: Increasing Sales by 20% by Looking Backwards

July 11, 2010
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We had my wife’s sister and her partner over for dinner last night. My daughter Caitlin and I cooked up the old reliable – spag boll… It was a hit.. As the night went on (besides me and her boyfriend playing guitar and singing to the girls) we put on some old family DVD’s.. photos [...]

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Sales Training Lesson #48: Why NO is not NO and Why keep Asking

July 3, 2010
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How an evening at an Italian restaurant turns into a sales training lesson on Objection Handling and Suggestive Selling

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