28th October 2015

Struggling with ‘value’ and ‘price’ – the ‘ancient wisdom’ of the price ladder

In many respects, this is a missing chapter from my book Premium!: How Experts Just Like You Are Charging Premium Rates For What They Know And You Can Too! I say that because I’m about to give you the secret to naming your price and charging whatever you want for your products and services. Yes, you read that right. So read on. A couple of days ago I had an uncomfortable conversation with a client. It was about the price of his offer. Or rather, the value of it. He’d told me what he wanted to charge for his new […]
27th October 2015

Inside the Head of Top-Earning Experts: Mindset Matters

Inside the Head of Top-Earning Experts: Mindset Matters Think about the top-earning experts you know. In my field, it is people like Dan Kennedy, Mike Koenigs, Tony Robbins, Ali Brown, Lisa Sasevich. In your field there will be people who are recognized as being at the top of their game, and at the top of the earnings scale. What characteristics do you think made them successful? You probably thought of their force of personality, their experience and expertise. Those are all important characteristics. But, would it surprise you if I said there is something that’s more important? While all of […]
28th July 2015

Sales and marketing is about getting a clear, definitive answer

Remember: in sales & marketing helping someone get to “no” is as good as getting them to “yes”. Never let them go away and ‘think about it’
28th July 2015

Sales and marketing is about getting a clear, definitive answer

Always remember: in sales and marketing helping someone get to “no” is as valuable as getting them to “yes”. Never let them go away and ‘think about it’
14th April 2015

Customer Service “À la Française”

I absolutely love the word “egregious”. It’s one of those words that I learned at school as a way of remembering Latin vocabulary. One rainy afternoon in an otherwise boring second form Latin class, the teacher explained to an eager bunch of 12-year-olds that the word ‘grex’ means ‘herd’, as in ‘egregious’. We looked blankly at her. “Literally, it’s e-, ‘outside of’ grex ‘the herd’. Egregious is something that stands apart. Something outstanding or exceptional.” The explanation stayed with me but in that last [number withheld!] years I have racked my brains but never found an opportunity to use the word. Until […]
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