Music, Space – Silence and Sales

Way back when, I spent 6 months in university, studying musicology. My favourite professor was a Sinologist (where Sinology is the study of Chinese culture, language, history, etc) and he taught me something that serves me to this day. In Eastern traditions, music isn’t a matter of sounds, notes, patterns, and rhythms: Music is the […]

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Music in You?

One day, the world-famous violinist Niccolo Paganini was about to play for a sold out opera house. But he wasn’t ready. There was five minutes left, but he was running around like a madman. They told him it was showtime, and get yourself ready, man. He dashed into a room, came out with a violin, […]

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“Martin, Can You Help?”

Help me manage my team, help me sell more, help me get unstuck, help me get on track, help me grow my business and my revenue? Truth is, I have no idea whether or not I can help. Everybody’s situation is different – and, it’s really important that you and the person guiding you are […]

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Presence and Intentionality

Each morning when I go out for my walk, I stop at a local café for an espresso and a glass of water. I get out my notebook, and write at the top of a new page: DI. Daily intentionality. I then title the page along a goal or focus I have for the day, […]

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About You

If there’s one thing that nearly everyone in business gets wrong when it comes to marketing and selling, it’s this: Making it about ourselves. We tell people about our work, our credentials, our guarantee policy and our T&C and our experience and our success stories… And your buyers… well, I don’t mean to be harsh, […]

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All Kinds of Grumbles… Which to Pick?

There’s a million different things you could choose to work on: From the way your office drawers are organised, to the way your team operates, to starting an ad campaign, updating your website, or following up with those prospects you have on file. Each has a promised reward, and obviously, also a cost. And like […]

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Compared to What?

I’m sure it’s happened to you: You’re talking to a prospect, everything seems to line up, they want what you have, but then comes the devastating price objection. “I don’t have the budget”, or “It’s too expensive”. The one thing you never want to do at this point, is lower your price. For one thing […]

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Transactions VS Relationships

It might look like a simple equation: You have a product or service that solves problem A for such and such a person – so when you meet that kind of person, they pay you and you deliver your solution. After all, a business solves problems or fulfills needs, and earns money in return. But […]

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Said VS Heard

I’m sure it’s happened to you: You’re in a normal conversation with someone, everything is going well, you say something perfectly straightforward or helpful or appropriate… … When suddenly, out of left field, you get the most bizarre reaction, usually something with lots of emotion behind it. Anger, resistance, objections, blame, self-pity… can be any […]

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Any Excuse, to Avoid at All Cost

People often ask me variations of ‘what should I do?’ What should I do to: – Grow my list? – Have more buyer conversations? – Drive traffic to my site? – Spread the word about my business? – Raise my rates? – Increase my close rate? When you’re asking yourself questions like these, there’s two […]

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