Love The One You’re With

Uncategorized Feb 18, 2019

It’s human nature to want what we don’t have. As a sales specialist, I see this all the time. A popular trend in the sales and marketing world is to create an avatar of your ‘ideal client’

 This idea has both merits and flaws. If doing the client avatar exercise leads to your business learning how to better understand potential clients, and you are therefore able to reach new clients and serve them appropriately, then this is good. But, if this leads to your salespeople changing the way they think so that they can act and sell in a particular way in an attempt to win your ‘ideal client’ over, then the outcome is often disingenuous behaviour, behaviour that customers recognise and no longer care for.

 But, what about your current client who does not fit into that profile of the ‘ideal client’?

 Recent studies reveal that it can cost up to 5 times more to find a new client than to retain an existing one. So while...

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More than words - What are your sales conversations really saying?

Uncategorized Feb 10, 2019

Okay, so it’s the month of love and I am a sales expert, what could the two topics possibly have to do with each other?

For millennia we have been philosophising about what ‘love’ really is: Is it a feeling, a choice, an action or a word?

While we still have a lot to learn, psychologists, scientists and researchers all agree on this:

Love is a positive relationship where an individual feels supported and cared for because someone has chosen to show them love through actions and words. Real love is not about the rush of emotion and expensive dates complete with elaborate or cheesy gifts. And Sales is not limited to building rapport and wining-and-dining a prospect.

No, like love - the kind of sales that leads to long term and mutually beneficial relationships requires an investment after the initial rush of meeting a new prospect.

Wining-and-dining someone to get what you want is a one night stand. It leaves the other person feeling used and jaded. And it makes...

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Uncategorized Feb 04, 2019

According to author Brian Tracy, setting deadlines increases the likelihood of success by as much as 11.5 times. Imagine the impact this number would have on meaningful meetings?

 That’s great, you may say, but what is a meaningful meeting, and how can I have one of those?

 Well, adopting the SMART goal framework in a business sense makes perfect sense, so how do you adapt those goals to bring about goal-driven, action-oriented meetings, while sticking to deadlines AND still getting the right message across?

 Let’s take a look at the SMART goal framework in a meeting context:

 Stick to the point

Most meetings have a way of getting out of hand, veering off topic and losing the point.

  • Have an agenda that is clear-cut, specific and to the point.
  • Communicate exactly what your expectations for the meeting are. Vague goals have a way of making you lose control of your meeting.

Measure the impact

Did we do what we said we would do? How did we implement...

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Do this one thing to make your meetings more effective in 2019

Uncategorized Jan 14, 2019

Why are you here?

This simple question would, if asked at regular intervals, go a long way to eliminating many of our distractions.  When I am distracted “why am I am here” is a question I ask myself when I am halfway through the comments section of a News 24 article. When I am focused and operating from my best self, “why am I here” is a question I ask myself long before I go into a meeting. 

Looking around many boardrooms, with some attendees distracted by mobile phones, and others staring blankly at the meeting organiser and/or offering an irrelevant or redundant contribution, it is clear that many people attending meetings simply have no idea why they are there? 

"Why am I here" is the one question that will bring you back to your purpose everytime you ask it of yourself. And without purpose, you cannot have meaning. 

And, according to the latest findings from CEB, there are on average 6.8 buyers in any complex buying decision. Many of...

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Find your sweet-spot and spend more time in the zone

Uncategorized Jan 09, 2019

Productivity – meet your higher self

Productivity, how much you get out of the time you put in, is the going to be central to what you achieve this year. Being productive, along with the opportunities you cultivate, the relationships you nurture and the consistency with which you follow your processes – is going to determine what you achieve with the time you are given.

Sounds easy right? But if you have been working for more than 5 minutes you know this is easier said than done. The reasons for this are varied, and we will explore these in more detail in a series of articles that we will release every ‘hump day’ (otherwise known as Wednesday) to help you to get the most out of your hours, your days, your weeks, your month and of course your year.

The first requirement of productivity is one that is not often discussed in the workplace, yet it remains the downfall of so many of the salespeople and clients I work with. Quite simply, if you want to spend time...

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Uncategorized Jan 06, 2019


Have you ever sat down and wondered how many potential opportunities you’ve brushed up against without realising it? Sitting across from someone at a boardroom table, or mingling at a networking event, or even at a braai, I often think about how many great connections or successful collaborations may have been right there in front of me, yet sadly went undiscovered because I was not paying enough attention.

 Maybe I was distracted, indifferent, too self-absorbed or just in the wrong frame of mind. Maybe I just wasn’t focused. Whatever the reason, I will never know what would have happened if I had taken the time to scratch below the surface and really connect with people.

So, to overcome this problem I adopted two mental postures that I am going to share with you going into 2019 so that you don’t miss the connections and opportunities coming your way.


Present yourself. Your whole self. And, nothing but...

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The 7 habits of highly ineffective sales teams: Part 2

Uncategorized Dec 19, 2018

Last week, our research and uniquely-placed insight determined that sales are hampered by 7 key factors. (Click here to read article 1 in this series)

To recap, sales are about relationships, getting to know your customers as well as they know themselves. Team success is highly dependent on how well you know yourself, your clients and your team.

The Sales Counsel is strategically placed to take you there. We have coached, trained and mentored more than 8,000 delegates and stakeholders locally and internationally, at over 350 conferences, workshops and training sessions.

In article 1 (click here to read the full article), we discussed three of the seven habits that limit sales team success:

  1. Impromptu Conversations,
  2. Insincere Rapport Building, and
  3. Sloppy Detective Work

Do you or your team identify or resonate with any of the following remaining habits?

  1.        Rushing the solution

As salespeople ourselves, we are aware that there is a...

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The 7 habits of highly ineffective sales teams: Part 1

Uncategorized Dec 19, 2018

As passionate as we may be about our jobs, sales is not an industry for either the faint of heart nor the lazy. It takes guts to swallow down yet another no, and perseverance to move past that onto a possible yes. Prospects come and go, and there is always one more to fill the gap the last one left behind ... or is there?

If you’re anything like we are, you hate to lose. You know that delivering meaningful results means you get to enjoy the rewards of all your hard work. You love helping your clients and you hate to lose to a less worthy opposition. So, you pour your heart and soul into your job, but is passion alone enough to close a deal?

Sales are about relationships. Clients, customers, stakeholders, network. It’s not about what you call it, it’s about how you sell it, and to whom. Building relationships with your client base is a solid investment in your own future, based on something that never changes, regardless of trends – knowing your customers...

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Finding Success Through Servant Leadership

Uncategorized Dec 12, 2018

A paradox in itself, the term “servant leadership” was coined in the 70’s and credited to the late Robert Greenleaf, then a retired AT&T executive. Half a century later, we take a brief look at the shift away from traditional leadership styles, and how servant leadership has become an organisation’s strongest asset.

Understandably focused on systems and structures, traditional leadership roles have been relatively easy to train and enforce, particularly for personalities that place strong emphasis on the expected respect of a given job title. Authoritarian in nature, most leadership styles were bound to give way to a more people-focused approach in today’s evolving organisational culture.

Let’s take a look at what servant leadership is not:

  • It is not concerned with acquiring or holding onto power.

In fact, distribution of the traditionally-held power reigns is what makes servant leadership so effective.

  • It is not focused on maintaining...
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