Think about it

When you win, be kind.
When you are ignored, be kind.
When you are stuck, be kind.
When you are upset, be kind.
When disappointed, be kind.
When you are in doubt, be kind.
When you are scared, be kind.
Kindness is defined in the Oxford English dictionary as the quality of being friendly, generous, and considerate. Being kind is not a sign of weakness and I think kindness will always serve you well.

Free consultative advice

What becomes more and more evident is that consultants who approach their clients with a highly strategic mindset and lead with valuable insights and advice, tend to achieve better outcomes compared to those who simply position themselves as low-cost options. When we delve into possessing business acumen and comprehending the underlying reasons behind our clients' or potential clients' need for change within the next 12 to 18 months, we uncover factors that will profoundly impact their businesses. These are the aspects with significant implications, and our role is to identify how we can assist them. I think we possess an abundance of valuable insights that we often fail to acknowledge, which our clients would truly appreciate.

The top 1%

There are a few essential skills and qualities that are important to acquire if you want to become a top sales earner, for example:

1. The tonality of how you deliver your message is important.
2. Persuasion techniques can significantly impact your sales performance.
3. Negotiation skills are paramount when it comes to reaching mutually beneficial agreements with clients.
4. Skilful questioning helps build rapport, gather valuable information, and demonstrate your expertise in solving their problems.
5. I think identifying and addressing the underlying problems or challenges your client’s face will make you stand out as a valuable partner.
6. Understanding human behaviour, including psychological triggers and decision-making processes, will give you an edge in sales.
7. Emotional intelligence plays a crucial role in sales by helping you build rapport, connect on a deeper level, and address the emotional needs of your clients effectively.


Remember, becoming a top sales earner takes time, dedication, and continuous improvement. It's an ongoing journey of learning and refining your skills to consistently deliver exceptional results. I think building a strong network, adapting to market trends, honing your product knowledge, and cultivating a strong work ethic are also essential elements for long-term success in sales. Contact me via e-mail for sales training and workshops.

Do you value experience?

Information and insight are not interchangeable, even though anyone can easily access information through platforms like Google or ChatGPT. It's possible to gather information, but information alone does not equate to insight or wisdom. I think information does not possess the same value as what we refer to as situational knowledge. Situational knowledge stems from experience, enabling individuals to determine what’s good, right, and true, as well as what’s suitable for specific circumstances.

These are your options

Why would you recommend doing this instead of that?
When we approach this challenge, we  should consider the appropriate framework, methodology, and process. People strive to improve and excel in various areas, including sales acumen, however, what truly sets someone apart is their business argument. I think the key differentiator lies in possessing situational knowledge. It may be referred to as situational awareness or experience, but I prefer to call it situational knowledge because it signifies having encountered similar situations and observed different decisions and outcomes. Therefore, your understanding of the context in which the client operates becomes the basis for providing advice.

Shaping the future

As time goes on, an increasing number of business inquiries will shift towards behavioural and psychological aspects. I think this shift is due to the growing recognition that relying solely on past data to forecast future behaviour is becoming less reliable. Consequently, a significant portion of business inquiries will essentially transform into marketing questions, and as a result, it will become essential to give marketing a higher priority in the business hierarchy. The significance of marketing in terms of driving innovation and facilitating change has now been amplified by a factor of five.

Performance is important

Humans have developed the ability to make decisions based on selecting the option with the least catastrophic worst case scenario. This decision-making process involves taking a modular approach, addressing one stage at a time. Additionally, if a product can be easily reversed, removed, or sold, it becomes psychologically easier for the consumer, even if the product itself remains unchanged. I think in today's world, the role of marketers has become increasingly crucial and this demands that both their status and influence should be elevated. Understanding the desires, needs, motivations, and fears of consumers should be of paramount importance, it’s ten times more significant in 2023 compared to 2019, and the reasons for this heightened significance are widely known.

““It’s impossible for a man to learn what he thinks he already knows.””
— Epictetus

Ask better questions

I think asking questions is a fundamental characteristic of brilliant thinkers as they understand that questioning allows them to explore new ideas, challenge assumptions, and gain a deeper understanding of the world around them. I also think asking questions pushes the boundaries of knowledge by identifying gaps, challenging assumptions, promoting critical thinking, stimulating curiosity, inspiring innovative solutions, and fostering collaboration. By constantly questioning, brilliant thinkers are able to expand the frontiers of knowledge and make significant advancements in their respective fields.

Evolved states of being

The person who exhibits the most kindness in a group often possesses great intelligence. When we encounter someone who differs from us in appearance, behaviour, love preferences, or lifestyle, our initial reaction tends to be either fear or judgment, and this response is rooted in our evolutionary history. As a species, we survived by being cautious of unfamiliar beings, and in order to display kindness, we must suppress this instinctual response and redirect our thinking. I think empathy and compassion are advanced emotional states that necessitate the ability to transcend our primal urges. Unfortunately, those in positions of power perceive empathy and kindness as weaknesses and view vulnerable individuals as mere stepping stones to further their own ambitions.

““People appreciate when you’re curious about them, rather than focusing on your own needs and what you can get from them.””
— Burrellism

Adding value

In order to increase the likelihood of customers buying from you, it is crucial to shift your focus from your own world to theirs. Unfortunately, most salespersons tend to view the world solely through their own perspective, but there is a small percentage, around 1%, who understand the importance of seeing things from the customer's point of view. As a salesperson, it is essential to demonstrate that you perceive the world in the same way as your customers do. This can be achieved by adopting their language and phraseology, and by repeating the specific words they use, thus showing that you have truly listened. Additionally, mirroring their tone of voice, volume, and pace can also help establish a sense of comfort and connection. I think by being relatable to customers, they will feel more at ease with you, which in turn increases the likelihood of them making a purchase.

Elements of value

The value pyramid is usually represented in building blocks and fall into four different categories: functional, emotional, life-changing, and social impact. The elements of value pyramid are a marketing tool that identifies the key elements customers value when choosing to buy goods and services. I think organisations can leverage this tool to improve the customer experience, target specific psychographics, and increase their value proposition.

The self-discovery loop

The self-disclosure loop is a common occurrence in human interactions where individuals gradually disclose personal information, leading to a sense of connection and validation. When someone starts by sharing small bits of personal information, they may receive positive responses or validation from the listener. This positive feedback triggers the release of dopamine in the brain, creating a sense of pleasure and reinforcing the desire to continue sharing. As a result, the person may feel compelled to disclose more information, hoping for further validation or a deeper connection. I think that in certain instances where the self-disclosure loop reaches a point where the information shared becomes excessive or inappropriate for the context. This can leave the listener feeling uncomfortable or wondering why the person revealed such intimate details. It's crucial to maintain boundaries and respect the comfort levels of others as not everyone may feel comfortable with receiving extensive personal disclosures, especially in initial or casual interactions. Being aware of these dynamics can help individuals navigate conversations more effectively and foster meaningful connections without crossing into the "too much information" zone.

Good judgement

Understanding how to solve the environmental crisis and over consumption is through the knowledge that the human brain itself has quite a large marketing function. Everybody can acknowledge that the brain has an accounting function as it cares about the efficient use of resources. It also has all kinds of algorithms and heuristics that are in many cases innate and built in, but it also has a marketing function. It really cares about image and status, effectively what something you do means to other people. I think it’s very difficult to produce magic in the world of physics or engineering, you can genuinely perform magic with perception. And one of the cleverest reframing’s you can do is make it a choice not to compromise.

Stoic lessons

Five Stoic lessons from Epictetus:

1. Things don't upset us, it’s our judgment about things does.

2. You become what you give your attention to.

3. You can't learn what you think you already knew

4. To improve, be OK to be thought foolish

5. Stop waiting to demand the best for yourself

““People are not disturbed by things, but by the view they take of them.””
— Epictetus

A key question

Yesterday, I was asked a fantastic question: What change are you seeking to make?
I answered: This is a key question when working with clients to help them create personal development plans. If you are going to show up in person in real time, whether at an event or even making a presentation, you are performing. And I think our goal is not only to deliver information but also to deliver emotion with the purpose to cause a change in the people who are listening to you.  

““You can’t build a reputation on what you are going to do, but you can build a solid reputation on doing what you say you will do.””
— Burrellism

Signals of progress

Here are some skills that are highly sought after in various industries and have the potential to provide long-term financial benefits:

- Accountability
- Consistency
- Empathy
- Honesty
- Integrity
- Passion
- Perseverance
- Positive self-talk
- Self-confidence

I think possessing these skills can greatly enhance your professional life and increase your chances of financial success.

Exploring cognitive processes

In the practice of behavioural science, our goal is to identify the underlying reasons behind certain behaviours. We delve into the areas where economists may have missed the mark, recognising that in the realm of business success, it's not solely about being correct in every aspect. Rather, the key lies in discovering what your competitors have overlooked. I think it holds greater value to identify a commonly held assumption and challenge it, rather than aiming for universal correctness.

Words don't work

Persuasion is all about being able to win someone over to your way of thinking. To change someone’s thought process or behaviour. All stories are about change, yet it’s very difficult to get someone to change their mind as they have a very logical reason that they’ve built up over time. I mean they have valid reasons why they believe, both historical and cultural reasons why they believe what they believe. If I want to persuade you to accept my point of view, my story will have to move your brain away from the logical and towards an imagery and emotional experience. I think that when you temporarily suspend their logic it will create an opening for you to insert your new idea or new concept.