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There is a huge difference between the products and services you sell and the business….that you are really in. People only come to you for one of three reasons:

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For many business owners time is as precious, and sometimes seems as scarce, as money. Striking a balance between work and personal time can be a constant struggle.

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Have you ever wondered why businesses frequently change their logos, decor and uniforms. What was wrong with the old look? Everyone knew who they were and what they did. Why the need to change?

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If all you business owners reading this were not doing what you are doing, would you be working as an employee for a different company as a Sales Manager? I would probably hazard a guess and say the vast majority of you would not, in fact the thought of having a job title with the word “sales” in it probably sends a dreaded shiver down your spine.

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Walk through any shopping centre and it is hard to miss the “Sale” signs out front of nearly every retail outlet. There is no doubt retailers are doing it tough right now but should this be a surprise to us.

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In a recent training session I was hosting, one of the delegates talked about her experience with a car dealership. She said that she had bought her car through the dealership and was very happy with the service she got.

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Marketing is as interesting concept. Webster dictionary defines Marketing as “The total of activities involved in the transfer of goods from the producer or seller to the consumer or buyer, including advertising, shipping, storing, and selling.”

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Have you ever bought a house? No sooner than you buy the house than the real estate refers you on to an insurance agent. And a lawyer. And assorted services.

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With New Year just around the corner, business owners – and those contemplating starting a business – are turning their minds to goals and plans for 2013.

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Yesterday I participated in a discussion on LinkedIn. It was started by Chris Barton , an entrepreneur from Sydney. Chris posed a question: “I am interested in discovering what is the greatest obstacle to success for small business owners.

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As an Expo exhibitor and visitor, it often surprises me how little thought seems to be put into preparation of the stand, and how unprepared the sales team can be who are on the stand.

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Cutting straight to the chase Jamie, in your experience dealing with sales professionals and business owners over the years, what separates top sellers from the rest?

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Blindspots are those aspects of us such as our behaviour, attitude, values and beliefs that we are not even aware that we are operating or “acting out” of.

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A common negotiation mistake made by many sales people is thinking that negotiation is about persuading the other guy that he wants what you’re offering and then making some sort of concession on the price in return for an order.

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