From Ignorance to Performing – How to Improve Your Skills

determination + persistence = successOne of the things that separates successful people from the ‘also ran not-so-successful’ people is their determination and persistence to improve their skills.

The model below illustrates 4 levels of skill; ignorance, awareness, acting and performing. There is forwards progression between the 4 starting with ignorance and concluding with performing; this occurs when someone is prepared to work at it. Equally there is backwards regression from performing to ignorance when people stop working at their skills and lose interest in them and how they perform.

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Why Hard Work Beats Knowledge Every Time and Attitude Is Most Important Thing To Succeed

Assigning numerical values to the letters of the alphabet we get the following:


1 2 3 4 5 6 7 8 9


10 11 12 13 14 15 16 17 18


19 20 21 22 23 24 25 26


Then when we spell HARD WORK, KNOWLEDGE and ATTITUDE we get:


H A R D   W O R K
8 1 18 4   23 15 18 11


Convert these into percentages and we get 8 + 1 + 18 + 4 + 23 + 15 + 18 + 11 = HARD WORK = 98%


11 14 15 23 12 5 4 7 5


Convert these into percentages and we get 11 + 14 + 15 + 23 + 12 + 5 + 4 + 7 + 5 = KNOWLEDGE = 96%


So HARD WORK (98%) beats KNOWLEDGE (96%) whereas:


1 20 20 9 20 21 4 5


Convert these into percentages = 1 + 20 + 20 + 9 + 20 + 21 + 4 + 5 = ATTITUDE =100%


Attitude is everything when it comes to achieving success!

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Don’t Focus On The Result When You’re Looking To Be More Successful

When you’re looking to be more successful and achieve the things you want to, don’t focus on the result.  Focus instead on the actions you take because you are always in control of those.


Wit2S with words as at 23092017Action produces results, and results can only be good or bad.  If a result is good, you’ll have the confidence to go again and produce an even better result.  If a result is bad, evaluate what has happened, determine how you can do it better and go again.


Bad results happen, even to the most successful people.  What separates the most successful people from the ‘average rest’ though is the knowledge they have.  They know that when you learn from bad results, make decisions and improve what you are doing, you produce the good results you wanted.


Keep going and be successful!

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Why I Can Never Trust Someone Who Says They Are Going To Give It 110%

I can never trust someone who says they are going to give it 110%.  You can only give 100% effort, there is no more.


Wit2S with words as at 23092017Saying you can betrays a task is understood to be beyond someone’s capability; it almost gives an excuse for not achieving.  Instead, understand what has to be done; develop a plan and then do it.


Sure, what you’d planned may not be good enough, you may need to do more.  In those cases, you step back, evaluate what is happening and why.  You work out what is required, formulate a new plan and go again.  And if you give it 100% all of the time nothing will stand I your way.

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Muhammad Ali’s Wisdom For Salespeople and Others Seeking Greatness

Until his retirement, the king of the television chat show in the UK was Michael Parkinson.  For the best part of 4 decades ‘Parky’ interviewed sports stars, celebrities from television and film and business people.  His shows were watched by millions.


ali parkinsonA short while ago I heard Parkinson interviewed and he said that of all the fascinating people he interviewed one person stood out above all of the rest, Muhammad Ali.  Parkinson interviewed Ali 4 times during his career, the first when Ali had shot to fame and was at the peak of his powers, the last as a dramatically slowed down ex-champion.  But it is the 3rd interview for me that stands out after Ali had regained the heavyweight title from George Foreman in the Rumble In The Jungle, making Ali the first man to win the heavyweight title 3 times.


By his own admission Parkinson said he was captivated by Ali; he found him ‘beautiful’ and was in awe of him.  Parkinson said he was his favourite of all the people he ever interviewed, saying he didn’t quite know what was coming when he interviewed Ali; wit, charm, intimidation or a mix of all three.  “He was the most extraordinary man I ever met,” said Parky.  That was clear as you watch the interviews, as well as the sense that as Ali got older, and the effects of boxing and his debilitating Parkinson’s disease took effect on The Greatest, it was clear Parkinson was saddened to see how Ali was slowing.  You could see he genuinely cared for him, such was the bond the two had formed.

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How To Re-engage A Key Decision Influencer Who’s Gone Cold In Your Sales Presentation

incongruenceI was speaking with one of my clients’ salespeople today about a project they’re working on. A final presentation/meeting had taken place and the salesperson was telling me he was confident it would be moving on to the order, yet the way he said it suggested all wasn’t as clear cut as he was making it out to be.

“Did they say that?” I asked.
“Not really.”
“Did you ask?”
“No … not really.”
“Why?” I enquired.
“I didn’t feel I could as one of the people in their team seemed quite negative, so I was concerned he would object.”

He told me this person had been quite positive until this meeting and his behaviour was unusual from the times they had met before. “You should have asked him if he was happy about everything or said that you had noticed he seemed different. Then you could follow on by asking was there something you needed to go over again or in more detail,” I told him. On the basis this individual was influential in making the decision (which the salesperson had told me) it wasn’t good not to engage this person and understand why they were acting in this way.

It may have been that this man had something on his mind that was nothing to do with that meeting and project. It may just have been that he was having a bad day – who knows? Unfortunately the salesperson didn’t – as they didn’t ask.

If it turns out to be a case of the scenarios above it may not affect the salesperson’s chances of success, but if the man’s change in behaviour was down to him feeling that the product/service wasn’t right for them, or down to the salesperson having said or done something he didn’t like … it could have cost the salesperson the opportunity. That would be such a shame having spent the time and effort to get that far.

It is always good to ask what is happening when someone seems disengaged. In doing so you can learn:

  • that something needs addressing
  • that you could have explained something better or that you need to improve something
  • information about your competition’s offering that may be better than yours (that you didn’t know)that your prospect has needs that you haven’t fully understood
  • that something has changed in your prospect’s situation

closingOften the issue you’ll need to address is simple and with that person now back on board you can ask the question all salespeople must ask, having made the final pitch; if they would like to go ahead.  Otherwise … what was it all for?

I wish you every success!

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How Offering Good Customer Service Cost Me A Sale … and Why I Won’t Be Doing It Again!

road signsThere’s an old saying that says, “The road to disaster is often paved with good intent”, and in the case of sales and customer service I have experienced a number of occasions when I, colleagues and clients have come unstuck; yet we were doing what we believed was the right thing.

One particular experience of this came having secured an order for 2 process machines from a new customer.  They were using old equipment that our machines were replacing on the basis that ours had features their old units didn’t allowing them to run a new process.  Having these particular features this new customer would be able to chase and win new contracts and so, it came to pass that before our new machines could be delivered they had a requirement for the new process.

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