The word started out in Latin - movere (to move), migrated through French - émouvoir (excite) and finally into English – emotion. Isn’t that cool? Emotion and movement are joined at the hip. Without emotion there is no movement, no action and, of course, no deal. Emotion is the brain’s ‘first responder’. It rushes in to assess a situation and infor...
Read MoreCredibility is about 2 two things: first - the customer believes that you will provide what you say you will and second - that your advice will be in their best interest. So they need to trust your product and your advice. In most cases, as a channel manager, you control the product but you don’t control how it will be sold. A great product sold...
Read MoreContact A look across a crowded room, an accidental touch on the subway – the first contact. That connection is just as important in business life as it is in personal life. What do they see, what do they hear, what do they smell (some sales environments are indeed meant to smell – Cinnabon for example – others… less so).
Read MoreBecoming Aware This is the start of the customer journey and the foundation upon which your relationship with them will be built. Awareness occurs in two steps:Step One - that moment when a customer realises they have an unmet need or desire,Step Two - when they become aware of your solution. It is important to recognise this as two elements becaus...
Read MoreThirty years ago today, I was travelling along the main street in Bar-le-Duc in North-eastern France in a small Renault 4 driven by a rather large Corsican. I remember the car leant slightly to the left with the distribution of weight. I was working in France at the time and still learning French and developing a strange mix of accents: fast Parisi...
Read MoreAn area that people get wrong all the time is pricing. Some people price high based on the profits they hope to achieve. Some base it on some sort of average industry “cost plus” rule. Some are afraid to charge too much. Still others simply add a few percent to last year’s price. So before you set your next price or quote your next deal here are t...
Read MoreFollowing on from my blog about the Rock and the Bird, one astute reader asked me about the ‘careful’ way I had written about motivation and inspiration, and so I thought that would be a good point to expand upon for my next blog So, I encourage you ‘not to motivate your employees, don't even try to motivate them’. And why? Well simply, it’s not y...
Read MoreHave you ever wondered what the difference is between a leader and a manager? Which do you think you are? How can you tell? OK, so that was a bit of a red herring sort of question – I deliberately tried to mislead you, which is the whole point of this blog. Now, answer this question (not a red herring this time): do you have anyone working for you...
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