1. If you can't describe the problems you solve with absolute clarity (without jargon) this is where you should start. 2. If too many of your emails contain 'I' or 'we' you'll lose people in the first 5 seconds. 3. If you ever describe your solution as 'cutting edge' or 'leading' just know that this is exactly what your competitors are saying. 4. If, during your discovery meetings you're doing most of the talking, you're doing it wrong. 5. If you're building it and expectin

Master this and it will change your life when it comes to sales... It requires a lot of practice and skill, but when you get it right people will sell themselves. It's difficult to do at first as we all default to the same thing - talking about ourselves & our solution. We all have the spotlight effect. Otherwise known as 'egocentric bias' - where you see the world only from your perspective, and so focus heavily on yourself. Selling effectively requires a complete reversal o

New salesperson... First sales role Excited to 'build relationships' & talk to people! 6 months in, they hate it! There is a reason they become quickly disheartened - particularly when making hundreds of cold calls. And it's mainly down to the fact they make it about them, their company, their solution...pitch pitch pitch. Often not their fault - it's the company playbook. Reality check People don't give a sh*t about you. They only care about themselves. So flip everything an