Does Selling Exist Anymore?

I’ve been in sales for a long time, so much so that I believe we are all in sales; I’ve written a previous blog about that. I love sales probably because as a consumer I love buying! I love a great sale, when the salesperson really listens to what you want and wows you with their…

Mind Monopoly

Nearly all businesses wish they had a monopoly in their field, to be the only provider. To not just lead the market, to be the market. It would provide a business with limitless profit potential, even if it didn’t generate advocacy from the customers it extracted profit from. Because whilst businesses want to monopolise, customers…

Are We Losing Trust in Trust?

Our trust has been broken so many times that we no longer trust “trust”. What do I mean by that? Well, if someone says “trust me”, we’re becoming more inclined to respond sceptically or defensively. The tele-sales rep tells us “I’m not trying to sell you anything!” because if they said they were trying to sell…

Quick Wins

I’ve heard the phrase “quick wins” used for many years, usually in a business setting, when people refer to the actions that can be done easily and quickly to deliver the biggest results. Is there anything wrong with that desire? I mean, why not get the results you want in the shortest possible amount of time? That’s…

The VF² Equation

Improving engagement, performance and results in the workplace are key focus areas within most businesses. But the way to achieve consistent success across these three areas seems to evade a great many employers, managers and leaders. In today’s blog post I share with you the equation that holds the answer:  VF². VF² refers to Value,…

The Evolution of Expectation

Customer expectations have evolved, are still evolving and will continue to evolve. Customers have never had more choice, more opportunities to switch between providers and this puts pressure on businesses to tailor products and services to more readily meet the individual’s needs. To make it personal. The variance of process is expensive for businesses. If you…

It’s Always A Sale

You are always selling something, whether it’s a product, a service, an idea… or just yourself. In almost every situation you can imagine, you are selling. Selling is not a bad thing, I love sales; I’ve worked in sales for many years. I love being sold to as much as I love selling to others…

You Can’t Beat ‘Available’

Businesses spend huge amounts of effort creating the best products, coupled with the best possible service experiences to meet the needs of their customers. They will spend vast sums of money marketing a product, showing the customer how amazing the product is and how perfectly it fufills their desires, aspirations and needs. As customers we love…

The Cost of Customer Centricity

Lately, the financial services industry seems to have been rocked by its fair share of scandals. As someone whose career began in banking, I’ll confess I’ve felt more than a little let down by some of the activities which have come to light in recent years. Nonetheless, it was in one of my early banking roles…