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Author Archive | Mind Fit

Your Own Worst Enemy

My client was ready to check himself into a home for the bewildered.  Yet again, he’d gone into a meeting and come out three hours later with nothing to show for it, and the only thing agreed was that everyone should reconvene next week.   It was driving him nuts.  “How do I fix it?” was his challenge to me. I asked the usual question “Who’s responsible?”  My client struggled between […]

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Absence of Trust

Given the GUBU events of the last two weeks, here’s a bit of direct advice for the defenders of peace in this country.  I strongly suggest that Patrick Lencioni’s book, the Five Dysfunctions of a Team becomes compulsory reading in the following organisations: Garda Síochána Ombudsman Commission (GSOC) Department of Justice (yes, Mr, Shatter, I mean YOU) Garda Síochána Given that they’re all such busy people, I’ll make it even […]

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How to Make a Sale – Handling Sales Objections

I love this quote from Bo Bennet: “An objection is not a rejection: it is simply a request for more information.” How do you feel when potential customers disagree with you, say you’re wrong, or they’re not going to buy from you? Maybe you’re dejected, rejected, frustrated or resigned.  You might assume the prospect just isn’t going to buy, or is too stupid to see the fantastic offer you’ve made […]

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How to Make a Sale – Planning First, Ask Questions Later

I hate losing a sale to a competitor.  I hate it even more when it’s my own fault!  If I’m honest, it’s usually clear that I’ve messed up on one of the basic steps of the sale.  (I’ve simply given away my competitive advantage.)  In my last blog, (How to Make a Sale – Steps of the Sale), I explained the importance of matching How customers make decisions, to How […]

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How to Make a Sale – Steps of the Sale

Have you heard the one about the man who walks into a hardware shop and asks to buy a drill?  “What kind of hole do you want?” responds the sales assistant.  It’s a classic sales and marketing training parable that encapsulates the relationship between buyer and seller.  The customer has a problem, and the vendor has the potential to fix it.  Sounds simple, doesn’t it?  It’s relevant because, in order […]

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How to Make a Sale – How Customers Decide to Buy

I regularly tell people they’re in sales, even when they think otherwise.  You don’t have to be in the business of hawking your wares for cash to be selling.  Every time you persuade someone to your point of view – you’re selling.  Lobbyists and politicians do it.  Job applicants and recruiters do it.  Managers and union officials, project teams and committee members – they all do it.  And yes, sales […]

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Performance Review by Santa

Recent headlines prompted me to think about annual performance reviews.  For those in the public sector, the impression is given that these are the Carlsberg of work experiences, probably the best………  (you know the rest).  For the private sector, feelings may be a bit more problematic. I wondered what Santa would make of it all?  Is he the manager or the employee?  Consider this: He’s making a list He’s checking […]

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Stop the Pantomime!

If asked to name the pantomime character that best represents you, who would you say? Chances are you’d adopt a positive mindset and suggest Buttons, Cinderella, Peter Pan, or one of the more affable Seven Dwarfs. It’s much less likely that you’d describe yourself as an Ugly Sister, the Wicked Witch of the West, or the rear end of the panto horse. Others might disagree. The run up to Christmas […]

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Telling Lies is Bad for Sales!

There’s an old saying, “The truth hurts”, and sometimes I’ll agree.  If you’re running a retail business however, there’s a much more important mantra – TELLING LIES IS BAD FOR SALES!  Now, your reaction to this statement may range across: Absolutely agree, I never lie to a customer; Argue over the definition of “What exactly is a lie? Sure we all do it sometimes, and as long as there’s no […]

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Business Rejection: Don’t Take it Personally

“That’s easier said than done!” So it is, but it’s also largely true.  We get rejected all the time, in all aspects of our lives.  Let’s focus on business rejection – in essence, when business gets personal. Is rejection an emotion, a simple fact, or a bit of both?  It all depends, doesn’t it?   Our sense of personal investment in any issue is directly proportional to the level of our […]

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Activity Reporting: Measure What You’re Doing

Regularly asked, “What’s the most important characteristic for a successful sales person?” I give a one word answer, “Passion”. A sales person who genuinely believes in his product or service has a much better chance of successfully closing the sale.  Think about it.  You can teach product knowledge and the steps of the sale, but you can’t teach belief or passion. Of course, it’s not the only attribute required, but […]

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Your Internal Saboteur Can Hold You Back

Don’t you just hate it – you’ve decided to turn over a new leaf, to take control of your situation and make things better, and yet it doesn’t turn out quite the way you wanted?  You’ve chosen to break old patterns of behaviour, and rewritten your script.  The only problem is – everyone else is still working off the old script, and you’re the one who seems out of step.  […]

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Start Up Stories: Mind Fit Ireland

Have you ever worked in a corporate environment and felt “There has to be a different way to do business”?  Have you ever worked alone and felt “It would be great to have a business partner so I’m not so isolated”?  If your answer is yes, then you’ll be some way to understanding how Mind Fit Ireland was born, just over twelve months ago.  It’s also the reason we’re unemployable. […]

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What does a Manager Do?

Jűrgen Grobler is a man of wisdom.  Never heard of him?   If you’re a rowing fan you’ll know he’s the Great Britain Men’s Rowing Team Olympic Coach.  I hadn’t heard of him either until I came across his rules for team coaching: Show you love your job Safeguard mutual trust and openness Question yourself before you question the team Don’t run away from tough decisions No criticism means no progress […]

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Preventing Job Promotion Panic

“I’m good at my job, in fact, I’m so good at it, I’ve got promoted.  Brilliant – I really wanted this.  Oh God, now what do I do?” They say you should be careful what you wish for, you may get it.  A new management role is a great achievement, but often quite daunting.  It’s a bit like making the transition from senior school to college.  You were in the […]

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