In today’s edition, we explore when and how you should raise your prices. The best brands don’t apologise for premium prices. They show quality, position it correctly, and confidently invite buyers into that world. Let’s break down the signals that show you’re ready, and the right way to raise prices without losing trust. Hello Reader, Let’s talk about Rolls-Royce. They’ve never been in the business of selling cars. They sell quality, status, and luxury. And Rolls-Royce doesn’t tell you their...
14 days ago • 2 min read
Hello Reader, A while back, I booked a holiday with On The Beach. With that booking, I got lounge access promised at the airport.That was a big deal for me. I was sold on the lounge experience: calm space, free drinks, nice breakfast, and no crowded terminal. But a day before my flight…I was informed that I won’t have lounge access.On The Beach had promised something, and then they didn’t deliver. And while the rest of the holiday was fine, the trust was gone.That missing lounge changed how I...
21 days ago • 1 min read
In today’s edition, we explore why the first five minutes of a sales call matter more than most people realise. It’s not about the close, it’s about the opening. Those early moments decide if your prospect leans in or checks out. Nail them, and you control the call. Miss them, and you’re fighting uphill. Let’s break down exactly what to do. This week’s suggested resource: 12 tips to have a better first call Hello Reader, A few summers ago, I visited two beachfront bars.Both on different days,...
28 days ago • 2 min read
In today’s edition, we explore why most prospecting time blocks don’t work. They're too crowded, too loose, or easily hijacked. Effective prospecting happens when you deliberately protect your time and focus. Let’s unpack exactly how to build time blocks that actually drive results. This week’s suggested resource: Time Blocking = Results Hello Reader, Picture walking into a crowded restaurant. The kind where tables are crammed together so tightly you can barely squeeze past the chairs. Plates...
about 1 month ago • 2 min read
In today’s edition, we explore why outbound prospecting isn’t about mass messaging. It’s about showing people they matter. When you personalise your outreach with genuine care and relevance, you stand out in a sea of generic noise. Let’s walk through the simple steps to make your prospecting more effective, more human, and far more likely to get a response. This week’s suggested resource: Hit Your Target Metrics Hello Reader, Imagine walking into an office you last visited 7 months ago, and...
about 1 month ago • 2 min read
In today’s edition, we explore why objections in sales aren’t roadblocks, they’re signals. Objections show you where trust is missing and where real buying decisions are made. When you stop fearing objections and start leaning into them, you open up opportunities most salespeople miss. Let’s unwrap how you can flip them in your favour… This week’s suggested resource: How to Handle Objections A few years ago, British Airways ran a passenger survey. They wanted to know what customers cared...
about 2 months ago • 2 min read
In today’s edition, we explore why people buy emotionally, even in B2B sales. While we often think B2B decisions are made based on logic, it’s still emotion that drives action. The small touches, thoughtful gestures, and meaningful questions can tip the decision in your favour. Let’s unpack why this matters. A few years ago, I booked a hotel for my birthday. Nothing fancy, just a weekend away to relax and celebrate with my wife. When we arrived, I expected the usual: check-in, key cards, and...
about 2 months ago • 2 min read
In today’s edition, we look at how to avoid sounding fake when trying to build rapport with a prospect. The key lies in being an authentic human being, who’s genuinely interested in your prospect. There are a few ways to do this. Let’s unpack them… You can tell immediately. The moment you hold it, you know. I’m talking about a fine glass of wine. Yet, pour that same wine into a plastic cup, and it loses a bit of its edge. It doesn’t taste as good. It doesn’t go down as smoothly. And this is...
2 months ago • 2 min read
In today's edition, we look at how many salespeople destroy their value by asking the wrong question: “What’s your budget?” It sounds harmless, but it immediately shifts the focus to cost instead of value. Read further to see why that question damages perception, and what to ask instead to position yourself as the premium solution. This week’s suggested resource: 52 Qualifying Questions Let’s dive in… Successful brands that have thrived for decades are proof that price isn't the problem.But...
2 months ago • 2 min read