Can Selling Be Fun?

Almost every day, someone tells me a different reason why they don’t like selling. “Selling is stressful”. “It’s frustrating that the process takes so long”. “I wish I wouldn’t have to always look for new prospects”. “It’s such a waste of time, to issue proposals and not get the sales”. I get it. Building your […]

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Incompatible Currencies

Last week I told you how easy it is to spend ‘other people’s currency’, and today the story is about you spending your currency… but the other person doesn’t seem to want it? This – incompatible currencies – is the cause of many, MANY misunderstandings and disagreements… and yes, lost sales. Here’s an example: A […]

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Do You Spend Other People’s ‘Currency’? Might Want to Check…

I can’t be sure, but there’s a good chance you too spend other people’s currency. It’s a human, social thing – but it’s wise to avoid, and if you don’t it will have consequences. Here’s two recent examples of ‘spending other people’s currency’, so you know what I mean. Two of my friends were meant […]

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Go For Exhaustion

There’s two kinds of tired: depletion and exhaustion. Both are a consequence, and both require rest before you can give it another go. But they are very different, and it pays to be aware, because depletion and exhaustion have different causes. Depleted is how you end up when you’re running around putting out fires, going […]

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The ‘Good Egg-Problem’

Most people I come across in my work (clients, fellow coaches, podcasters, authors, students etc) are terrific people, with values such as integrity and truthfulness high up in their list of priorities. Which is awesome, because it’s great to deal with people who share the same values as we do. But the more people I […]

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Resources vs Being Resourceful

It’s tempting to gather resources: trainings, skills, education, adding powerful people to your network… Videos, courses, workshops and retreats… there’s a ton of things you can learn, install into your mind, add to your practice, acquire as a skill or add as a resource. But nothing beats being resourceful. Except, if you fall for the […]

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Whose Reasons? Their Reasons, of Course

When you have something for someone – a product or service, or a plan, or a great idea, or a different viewpoint you’d like them to try, you know why it’s good. You have reasons that you know are valid. They’ll be happy with the purchase, it’ll solve their problem. They’ll enjoy the restaurant you […]

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“Can’t They Guess?” Maybe They Can, but Is That Their Job?

Of course the other person has intelligence. And ears, and intuition. They know how to compute and make sense of what you’re saying. But, when you want to get results with people in any sort of way, you shouldn’t give people the job of trying to figure out what you mean. It’s your job to […]

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The Shift: Serving Customers Before They Buy

As a coach, I meet lots of people – and it’s amazing how many folks are hung up where it comes to selling their work. Stressful, ‘no good at it’, awkward, ‘I just want to do my work without having to sell it’… these are some of the things people tell me. It’s a sad […]

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That’s Right!

It’s nice to be right about things. Especially when selling, when you know you’re right: you know that once the other person buys, they’re doing what’s best for them. You know your stuff, you understand their problem, and yeah, you’re right: buying your thing would be a good choice. But being right is only as […]

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