2nd February 2018

Stop trying to make money!

Have you ever noticed that most of the language around money is based on a manufacturing metaphor? You “make” money. You “generate” revenue”. you “create” prosperity. The est sales people are called “top producers”. I hate that idea. With a passion. Here’s why. The manufacturing metaphor implies that you are going to produce income, which in turn means that either there are raw materials that you have to acquire from somewhere (which means it’s going to cost you money to make money) or you have to generate it spontaneously from within yourself (which goes against the laws of the universe). […]
9th October 2017

Six-and-two-half reasons why people don’t buy

We’ve all been there. You present your offer to an ideal client, and yet, at the end of the meeting, you walk out without the sale. So, what went wrong? Well, first we need to start by thinking about a sales conversation as a battle of conviction. What do I mean by that? Simple. In any conversation, two (or more) people are “selling” their version of reality. Whoever has the strongest conviction that their reality if right (and all others are wrong) will ultimately win. If that’s you, then the buyer “gets” your point of view and buys. If it’s […]
1st February 2016

What an Astonishing Thing a Book is

Growing up, Carl Sagan was one of my heroes. Each week I switched on the TV to watch Cosmos. When the book was published, I queued up to get it. At the time this quote didn’t register consciously, but clearly it must have made an impression, since I’m now up to my sixth book! “What an astonishing thing a book is. It’s a flat object made from a tree with flexible parts on which are imprinted lots of funny dark squiggles. But one glance at it and you’re inside the mind of another person, maybe somebody dead for thousands of years. […]
23rd January 2016

Are you falling for the big, fat scarcity lie?

Scarcity. Scarcity Mentality. Scarcity Thinking. You’ve got to admire the word “scarcity”. It has managed to wheedle its way into both business and personal development.. Not selling enough? Business coaches will blame your scarcity mentality. Economists will blame scarcity in the world markets. Your life coach will tell you that your scarcity thinking is blinding you to success. Scarcity drives the ‘numbers game’ approach to sales: you have to get in front of as many people as you can, because real clients are so rare that you need to cast your net wide. Scarcity is great when we are creating in others as part of […]
6th November 2015

5 Ways to Maximise Your Credibility

If you want to charge premium rates for your programmes, you first have to become the go-to professional in your niche; the one clients absolutely have to work with, whatever it takes and however much it costs. It’s what I call ‘the Natural Expert’. You’re probably already working towards that goal. You probably have been for some time. If you’re not quite there yet, though, here’s how to kickstart your career. Content Creation. The biggest thing you can do to grow your following and your credibility is to create content and get yourself ‘out there’. It’s called ‘ubiquity’: wherever a […]