Win the Sale

How to sell anything without being aggressive, manipulative, dishonest, persistent, extroverted, confident, or even hardworking.

What’s The Best Feeling You Can Give Your Customer?

November 22, 2012

Jamie, my second son is 3 and he’s the most physical human being I’ve ever encountered. He has no concept of personal space much to the annoyance of his older brother, Callum. He also demands complete attention, which can occasionally test my legendary patience. If he detects even a hint of multi-tasking or wavering focus [...]

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Which Emotions Are Triggered By Your Service Or Product?

October 15, 2012

Unless you serve Spock, you must compete in the marketplace of emotions. Emotion drives human behaviour. Neuroscientists and psychologists have studied how our brains are activated when making buying decisions. And they’ve made a surprising discovery. Customers think they consciously decide what they buy, but that’s not what the scientists have found. They’ve discovered that our [...]

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The 2 Minute Body Posture That Can Increase Your Chance of Success

October 12, 2012

Watch Amy Cuddy’s fascinating TED talk:  Your body language shapes who you are. Body language affects how others see us, but it may also change how we see ourselves. Social psychologist Amy Cuddy shows how “power posing” – standing in a posture of confidence, even when we don’t feel confident – can affect testosterone and [...]

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The Stories Your Customers Love to Hear

October 10, 2012

People buy from people and they choose the person who elicits the right feelings, not the person with the best arguments. The best and fastest way to elicit the right feelings is to tell stories. For thousands of years our ancestors sat round fires and exchanged stories. These stories were crucial to their survival: where [...]

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I’m Your Customer: Here Are 19 Things You Should Know

August 3, 2012

I’m a customer who’s interested in your service. Here are some things you should know about me: I’ll judge you in seconds and I can tell in a heartbeat if you want to help me or if you’re just going through the motions. You don’t know it but I might have already decided not to [...]

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Sell Like a Drug Dealer

July 24, 2012

When I started work I hated the idea of selling. To be good at selling I mistakenly thought you had to be a loud, over-confident extrovert who could reverse every objection and make people buy from you. And to be honest that appalled me. I couldn’t do it and more importantly I never wanted to [...]

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The Simple Secret That Turns Customers Into Raving Fans

April 13, 2012

How to give your sales a dramatic boost After training as a Pharmacist I started working for Boots the Chemist’s. Pretty soon I stopped counting tablets and started managing shops. [Boast alert] They discovered I was good at it. So good they kept promoting me. Here’s my simple secret. I chatted to customers and gave [...]

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