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Providing solutions

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We are in sales because we are motivated by financial success. Selling is more than just transactions, it's a dynamic interaction centred on understanding people's needs, desires, and motivations. In reality, sales involve facilitating a connection between a solution or product and an individual or organisation that would benefit from it. I think to accomplish this, successful salespeople should delve into understanding their clients' perspectives deeply. As at its core, sales is an art form that combines understanding, communication, and persuasion. Contact me via e-mail for sales training and workshops.

Take action

Being a lifelong learner isn’t about taking pride in your knowledge. It's about having the humility to know what you don’t know. I think the most effective employees have excellent self-management skills. Once they know what to do, they will independently navigate the methods for how to do it. All they need is a common goal, and leadership is about creating and articulating a vision that resonates with them, and then building consensus around the common goal.

““Take action!
An inch of movement will bring you closer to your goals than a mile of intention.””
— Steve Maraboli

The social pressure

You never regret your extravagances regardless of whether it's treating yourself to something special or taking a leap into the unknown, those moments often add spice to life. The global sales of fashion and beauty products accounts for over US$3 trillion annually, surpassing worldwide spending on education, and it’s notable that much of this spending is competitive. While most women feel compelled to stay on trend, men often have the option to opt out of the fashion game. The societal pressure for women to participate in fashion is considerably higher, and it’s the same with cosmetics. Many women will not go out without make-up on because they say that they feel bad. It's not merely about what these products offer; it's a form of self-medication, addressing the emotional impact of adhering to these norms.

The direction of travel

Marketing and innovation share a fundamental connection which is woven into their essence. There are two ways that you can create value in the marketplace, you can either find out what people want and work out a really clever way to make it, or you can work out what you can make and find a really clever way to make people want it. The financial outcomes stemming from either trajectory are remarkably similar, blurring the distinction between the two processes, so it isn’t necessary to introduce a new product to perform research and development (R&D). An additional method of R&D lies in reshaping an existing product or service through diverse strategies like presentation, pricing, positioning, or framing, which may alter its market perception and relevance.

No one cares

Economics has created the idea that all marketing does is add a little bit of magical added value. I think that you can have the world’s most brilliant product or service but if you don’t market it well, I mean, present it to people in a way that conveys conviction, plausibility, and trustworthiness, then it doesn’t matter how good it is. Economics assumes that there is already perfect knowledge and trust, but in reality, without building trust and marketing, even the best product or service might go unnoticed and unsold.

A wonderful checklist

I think that there are limitations in the current metrics when capturing certain human values and experiences as the below five things we don’t have metrics for, and humans really care about:

  • Status

  • Certainly

  • Autonomy

  • Relatedness

  • Fairness

Each of these elements can have a different impact depending on the context. They all hold significant importance in human lives and don’t feature in traditional economic models or market research. Which ones do you think are a threat, and which ones will you reward?
I think by understanding and incorporating these dimensions into assessments and policies could be crucial for creating more holistic models that reflect human experiences more accurately.

Happy New Year (2024)

I would like us all to have a peaceful, healthy, and successful 2024. I think it will be the year where we rediscover our common humanity, hope and optimism.

Things to leave behind:
1. The sense of entitlement
2. Resentment
3. Self-doubt
4. Regrets
5. The fear of failure or shame
6. Prejudices

Things to hold on to:
1. All opportunities to help
2. A sense of wonderment
3. All feelings of gratitude
4. Humility and optimism
5. Courage and commitment
6. Generosity

New rules may apply

““The opposite of every great idea is another great idea.” ”
— Niels Bohr

Engineers often perceive a singular optimal solution, deeming everything else incorrect - an approach rooted in the preciseness of engineering and mathematics. In psychology, the contrast lies in the idea that a viable alternative can exist alongside a good idea. Many people believe that the optimal stance is in between the two extremes. I think that when faced with contradiction, one can either embrace both extremes and resolve it creatively with a third idea that solves the problem overall. The average is generally not as good as it looks, it always seems logical, but it really isn’t that great.

Times are changing

While activity is often seen as a key performance indicator in sales, the ultimate measure of success is revenue, not merely the level of activity. As sales isn't solely about being efficient, it's far more about being effective. I think busyness can divert attention away from what truly matters, acting as a distraction rather than a pathway to success in this profession. Therefore, in 2024 things are going to change…

Confidence challenge

Why are we always seeking external validation, reassurance, and acceptance?

I think that seeking external validation, reassurance, and acceptance is an intrinsic part of human behaviour. Our social nature is deeply rooted in our evolution and has driven us to seek acceptance within groups and communities as a means of ensuring safety, resources, and support. This quest for validation extends to our self-esteem; positive feedback strengthens our sense of self-worth and belonging, while negative feedback can brings about doubts and insecurities. Additionally, seeking validation often serves as a tool for learning and growth. External feedback provides varied perspectives that aid in personal improvement and development. Cultural influences also play a significant role, as societal norms often encourage seeking validation to conform to social standards and expectations. As well as receiving validation, it also offers emotional security by affirming our beliefs and actions, reducing feelings of anxiety or uncertainty. However, while seeking external validation has its benefits, striking a balance with internal validation is crucial, as relying solely on external sources for self-worth or decision-making can pose challenges to cultivating a healthy sense of self-esteem and personal growth.

Things start to happen

There is a great deal of difference between the art of presentation and persuasion. When I first got into sales, I became a pretty good presenter, so why are they not buying? As my late mother used to say, self-praise is no recommendation, so I quickly learned that I had to add an additional skill. I always knew I was a good presenter, but needed to become a great at persuasion if I was going succeed in sales. And I think you can only consider yourself a good persuader if the results start to follow, for example, when people start to act after your presentation. And to become good at persuasion, you have to become a good storyteller.

Learning from mistakes

As a human being, no one is immune from making mistakes. I think that learning from your mistakes is one thing, but putting what you've learned into practice is another.

  • What was I trying to do?

  • What went wrong?

  • When did it go wrong?

  • Why did it go wrong?

““We must learn and grow from our past failures, disappointments and painful experiences. Rest your goals and priorities and move forward. Start today by untying the knots that are limiting you.””
— Ty Howard

Questioning the question

Our identities are shaped by these mental models, defining how we see ourselves in the world. I've found that my most significant growth happens when I let go of these fixed ideas, acknowledging their limitations, and embracing the different perspectives. My strength lies in stepping outside my usual way of thinking to gain a broader understanding and discover new approaches. I think by questioning the question will challenge my own thinking patterns for deeper insights and should be applied to my intellectual mind.

The essence of our character

Two things define you in life:

  1. Your patience when you have nothing, and

  2. Your attitude when you have everything.

When you find yourself in moments of scarcity or when things aren't falling into place, your patience becomes a testament to your resilience and strength. It's during these times that your ability to endure, persist, and stay composed truly defines you. On the other hand, when you have abundance and success, your attitude speaks volumes about your humility, gratitude, and generosity. How you carry yourself, treat others, and handle success illuminates your true nature. It's easy to lose perspective or become complacent when surrounded by plenty, but maintaining a humble and gracious demeanour r reflects a deep-seated understanding of what truly matters in life. I think your ability to weather the storms with patience and your grace in times of plenty are the things that shape your identity and reflect the core values which will guide you through life's various stages and circumstances.