If you asked your colleagues why they or your organisation have recently lost business to a competitor, what would they give as the most common reason? When I’ve asked clients or audiences the same question, without fail the immediate response is ‘price’ – and that happens pretty much anywhere in the world I happen to …

I recently received a twitter message from a follower asking if I’d seen a Channel 4 TV programme about the sales tactics of some retailers. “They seem to confuse lying with selling” he wrote in his tweet. Clearly some research was called for and I watched the programme via the channel on demand service. The …

Over the past 20 years I’ve spent thousands of hours with business owners, salespeople and professionals who seem to change their persona when it’s time to win business – when it’s time to ‘sell’. It’s as though they go from being the normal person they usually are (the one their mother, partners and kids would …

The Principled Selling Method. We live in a time when technology has given all businesses, from independent consultants to the largest corporations, the ability to make a massive impact with their brand in months not years. Yet so many businesses seem to struggle with the change of approach they need to make to harness the …