Objections?

Today I ran a session on how to overcome resistant clients who won’t meet you or consider your product or service and how we need to understand that most objections are smoke screens. The session was important for a number of reasons as to why sales people often give up…

Success – The All Blacks Way

Earlier this week I met up with Dr Tom Johnson, author of Legends in Black, talking about what has made the All Blacks different to any other rugby team or in fact any team in the world and why they keep evolving and keep ahead of the competition. The impact of collective…

How to go after your goals

After Truth Vs Belief, we are now at the point of deciding how to go after our goals. Knowing what you want is important as it guides your thinking and actions. In my classes I like to make it easier for people to analyse a goal and also to analyse what…

Truth vs Belief

In my last post I wrote that it was important to confront the truth about yourself on why you haven’t attained your goals. Handling the truth is something many people don’t do well. We see it as a direct attack on us, on who we are. We feel that it…

The Psychology of Successful Goal Setting

I recently ran a training session on the Psychology of goal setting. Now, what most goal setting workshops get you to do is write down your goals and how many calls you have to make to get deals, etc. I think there is a time for this, but as they say,…

Influencing Successfully – Develop Flexibility in Communication with Others

The third and final prerequisite for influencing successfully is to develop flexibility in communicating with others. The ability to read and understand others The ability to read oneself Develop flexibility in communication with others One of the keys to influence is the ability to relate to all types of people, from a…

Influencing Successfully – The Ability to Read Oneself

The ability to read oneself In order to be influential one has to understand oneself extremely well, like the back of your hand. As I said in my previous post Influencing Successfully Part I, there are 3 prerequisites for influencing successfully: The ability to read and understand others The ability…

Influencing Successfully – The ability to read and understand others

Recently I was invited to give a talk at the CEO Institute about the Psychology of Influence where a group of CEOs of high powered organisations meet to network and discuss how to work through challenges and opportunities. A part of the talk was about how to close more deals, staff selection,…

Change

Recently, I delivered a session on handling change and I remembered a quote by Jack Welch (ex- chairman and CEO of General Electric) which still resonates with me and helps me to deal with life. The quote was“If the rate of change outside your organisation or yourself is faster than…

The Equalizer: What I learnt from Denzel Washington

While I was on the plane to Melbourne, I watched a movie starring Denzel Washington, The Equaliser. Interesting movie for a number of quotes and lessons we all forget. For those of you who have not seen this movie, he is a man who has capabilities to even the odds…