Hello Reader, If you’re anything like me, you’re naturally enthusiastic and eager to engage in conversations. There’s a widespread belief that people who are super extroverted and confident are, or will be… good at sales. But there’s one skill I’ve had to refine over the years that has made all the difference in my sales success: knowing when to shut up. It might sound counterintuitive, but talking less and listening more is a game changer. In fact, the best salespeople are the ones who...
8 days ago • 4 min read
Hello Reader, 2025 is around the corner. How are your sales this year looking? And more importantly, how does your pipeline for next year look? If your pipeline isn’t where it needs to be right now, you’re leaving money – and momentum – on the table. December isn’t the time to wind down; it’s the time to gear up. Many sales professionals see December as a dead month for prospecting, but that’s a mistake. In reality, it’s one of the most untapped opportunities of the year, as this period holds...
15 days ago • 5 min read
Hello Reader, This week, I want to tackle one of the most common challenges in sales. One that nearly every salesperson will face at some point: Booking first meetings with prospects. Recently, Matthew, a person working in sales, reached out to me on LinkedIn and shared his struggle about booking meetings, stating that booking first meetings with prospects is the biggest challenge. And here’s the truth: Mathew’s experience isn’t unique. If you’re reading this and thinking, “That’s me too,”...
22 days ago • 3 min read
Hello Reader, This week, I have a very specific topic I wanted to unpack. I’ll tell you what that is in a minute, first let me give you some context on how I chose it. So, I’m currently on holiday and wanted to buy a football shirt for my nephew (how could I deny it after he asked so nicely?) Now, I had a price in mind - the maximum I was willing to pay. But I strategically got it at a lower price. How? Read on and you’ll find out. And that brings us to this week’s topic. Negotiation. When I...
29 days ago • 5 min read
Hello Reader, We've reached week 5, the end of the 5-week email series related to Emotional Intelligence. So far, we’ve covered: Self-Awareness - The ability to know when others aren’t listening to you Self-Control - The ability to control your emotions and keep your mouth shut Socialisation - The ability to build relationships Motivation - The ability to find your reason why you're doing this. And as I'd mentioned last week, and will continue to drill in, these are all key skills for success...
about 1 month ago • 3 min read
Hello Reader, This is Week 4 of the 5 week email series related to Emotional Intelligence. We have covered: Self Awareness - The ability to know when others aren’t listening to you Self Control - The ability to control your emotions and keep your mouth shut Socialisation - The ability to build relationships All 3 of these are key skills to master if you want to become successful in selling and there is one BIG trait we are going to cover next week which is the ability to show Empathy. This...
about 1 month ago • 3 min read
Good morning Reader, Some people just have the knack, don't they? They walk into rooms and regardless of who they speak with, they just seem able to build a connection. Whereas for others it's a real challenge. Meeting new people feels awkward and daunting. It's week 3 of the key Emotional Intelligence skills you need to be successful in Sales and this week. If you missed weeks 1 and 2, you can find what we covered here, but this week is all about… How to build relationships and socialise...
about 2 months ago • 4 min read
Good morning Reader, Most people struggle to do this. I know I do. It is my biggest challenge as someone who loves sales and is also the biggest issue for most people who sell. What am I referring to? The art of Self-regulation. Or as some call it Self Control. Or as I call it ‘Learning when to keep your mouth shut’ 😂 In last week's email, I shared 5 critical characteristics we all need to show if we want regular sales success. Being self-aware was the first one, but the ability to exercise...
about 2 months ago • 6 min read
Good morning Reader, Who is Chesterton you ask? And what was he right about? He was an Author who wrote many different books, stories and novels, and who was known for many different quotes. This one was his best one though I think and its so, so relevant to those who sell. We should take note. "There is no such thing as boring presentations, just disinterested minds." - G.K. Chesterson I want to use today’s email to explain more what this quote means, and to talk about the key emotional...
2 months ago • 3 min read