BOOK REVIEW: The Motivation Manifesto by Brendon Burchard

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This book was a bit of a surprise. I’ve read a couple of Burchard’s other books and reviewed his excellent The Millionaire Messenger in a previous newsletter, so I was expecting more of the same; I was in for a surprise. If I had read this without knowing who had written it I would never have thought […]

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Businessman Cycling Balance Corporate Concept

How To Find Your Sales Balance

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In my last article, I introduced you to the first of the four basic principles that underpin the Reluctant Salesman business philosophy: Selling is Important. When I introduce this first principle I don’t get too much resistance, I mean it’s so painfully obvious it goes without saying. But if you have read that piece, you […]

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Peace of Mind wooden sign with a beach on background

How To Banish The Worrier Within You

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One of the many things that Mark Twain never actually said was: “I am an old man and have known a great many troubles, but most of them never happened.” Along with Thomas Edison, Twain is one of the most misquoted people in history, but whoever did say this, it’s still a great quote. I […]

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Tired young African man using laptop while sitting at the table on a sunny morning.Concept of people working hard home.Blurred background, flare effect

Why Hard Work ISN’T The Key To Success

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Those of you who have been receiving my newsletter for a while probably have a pretty good idea of the way I see sales and client acquisition. Put simply: It’s easy and anyone can do it. My entire approach – and the philosophy at the heart of The Reluctant Salesman training – is based on […]

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Po Bronson

BOOK REVIEW: What Should I Do With My Life? by Po Bronson

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I bought this book about 12 years ago because I was intrigued by the title and I loved the author’s name. It’s a book about change, a collection of true stories from people who had the courage to do the thing they wanted to do because they were no longer willing to just put up […]

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How To Keep Your Focus In Presentations

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A while back I was giving a talk to a team of about 40 salespeople. I was talking about money, a subject that interests us all whether we like to admit it or not, and developing the idea that what we charge isn’t the critical factor in most sales conversations. Just as a good pop […]

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Book PREVIEW: Ten New Clients by… Terry Mullins

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This month I am doing something a little different. Instead of a book review I am giving you a sample of the new book I am writing. It won’t be available until August so this is a sneak preview of a work in progress, I would love to hear what you think. 10 New Clients […]

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Side view portrait of confused customer with hand on head in hardware shop

Could confusing your customers be costing you sales?

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When I was a carpenter, I naturally had to go to timber merchants and because I was a professional, I had a pretty good idea of what I wanted so I could get in and out ‘relatively’ quickly. There was no self-serve option in those days so I had to wait for one of the […]

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BOOK REVIEW: The Automatic Customer by John Warrillow

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  About 18 months ago I read The Automatic Customer by John Warrillow and to say it had an impact would be a massive understatement. The book lays out a blueprint for creating a subscription business in just about any industry. The popularity of subscription services is growing all the time and I’m willing to […]

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BADEN BADEN - GERMANY - NOV 20 2014: Patek Philippe Refernz 2526 luxury watch in the window of a store in Baden-Baden. It is one of the mosthsearched luxury watches worldwide

Why it’s time to stop worrying about pricing

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I want to revisit a couple of things I have raised in previous articles… If you have ever heard me talk about money, then you will know that I believe there’s no such thing as too expensive. I mention this because I am only too aware that people get hung up on getting their prices […]

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