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A message direct from our ‘dear leader’

March 15, 2012

“I’ve upped my sales – up yours!”

If you keep doing what you’ve always done – you will get what you’ve always got …  makes sense doesn’t it – there are always reasons to stay the same.

“we need to keep our noses to the grindstone”


  • “things will come good”
  • “this is no time to take risks”
  • “we need to hunker down, consolidate”
  • It’s tough out there”


Imagine meeting with a corp client who is considering a series of conferences.   Suddenly 10 mins into the meeting he jumps to his feet and says “right”.

Would you jump up too, tell him that you recognise he is busy and will get back to him with a proposal?  Most sales people would.

Change – doing something different looks like this –

Stay seated and trust your instincts.   You look up and say “sorry Sir I was hoping to ask you a few more questions so that my proposal makes sense.  Is my time up?

To which he answers “good god know, I need a pee”

the salesperson got another hour resulting in lucrative contract.


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