Top Menu

Author Archive | Mind Fit


Ways to Improve Meetings

Become the fly on the wall at the Monday morning management meeting, and you will see the essence of any organisation. Research confirms our suspicions that most meetings are useless. Here are some simple tips to improve meetings and make them productive. In their 2012 survey, Wasting time at Work, […]

Continue Reading 0

Opinion or Fact? (Why it matters)

In Woody Allen’s film, Annie Hall and Alvy Silver go to therapy.  Each is asked how often they sleep together.  He replies “hardly ever, maybe three times a week”.  Her response – “constantly, I’d say three times a week”. People often treat opinions as if they are facts.  They’re not.  […]

Continue Reading 0

Defending Against Defensiveness

OK, marks out of 10 on the defensiveness scale for the following remark: “He’s being defensive – I’m just realistic”. Personally, I’d give it a 9½. I consider myself: pragmatic; expert; honest and forthright. You consider me: resistant, argumentative, cynical and rude. I think I’m simply giving you the benefit […]

Continue Reading 0

Managing Learned Helplessness

If you’ve ever been so deep in a hole that you couldn’t see a way out, or managed someone whose ‘victimhood’ drove you mad, you might have been dealing with Learned Helplessness. Does either of these comments resonate? “I’m useless at this.  It doesn’t matter what I do, it’ll still […]

Continue Reading 0

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 […]

Continue Reading 0

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 […]

Continue Reading 0

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 […]

Continue Reading 1

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 […]

Continue Reading 0

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 […]

Continue Reading 0

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 […]

Continue Reading 0

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 […]

Continue Reading 0

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 […]

Continue Reading 0

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 […]

Continue Reading 1

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 […]

Continue Reading 0

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 […]

Continue Reading 0