Christmas time is traditionally the biggest sales period of the year. The online sector is showing the strongest sales growth but still lags behind traditional retail. Find out what it takes to be the e-commerce company that wins at Christmas time.

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 …

Social media is driving a wave of human interaction around the world and its use in the workplace has become an important topic of discussion among companies.  No one questions the rapid growth of social media and its potential impact on the customer experience, but many organizations still struggle with allowing employees to engage on …

When you walk into a “Main Street” store your brain is being manipulated from the moment you walk in. Store owners can control the colours, the lighting, the temperature and a host of other factors to make you want to buy. Indeed, even the kind of floor covering that you are walking on has an …

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 …