How do stories stick?

They get glued in from a shock, a surprise, a change

Plane at airport

‘Would passenger Mohammed please identify himself to the cabin crew? Passenger Mohammed.’ I froze. Everyone on the plane froze. Pre-take off chitchat stopped. Newspaper page flipping stopped. The cabin crew were scanning the seats, rather wide-eyed. My little packet of fruit and nuts was in suspense about what it should do next. Terror! Our plane […]

Storytelling works: Here’s proof

Most of the storytelling we do is self-talk

Not all stories you tell yourself are true

Your brain is a busy little doohickey. It has not only captured everything you’ve ever been told, everything you’ve ever done, everything you’ve ever experienced, but it has catalogued it, filed it and archived it. Most amazing of all, your brain has made up its own stories about every single item in its archives and even […]

Ages-old sales complaints

Sales complaints are as old as the pyramids

Candy for sale

Sales is not an easy profession. When I started making TV advertising sales in 1976, I drove across country South Australia and tramped up and down the streets of little towns and the big Iron Triangle cities; Port Pirie, Port Augusta and Whyalla. It wasn’t easy. Selling rarely is, but I had to overcome the […]

Is it hard to be in business?

How come business owners are struggling?

Struggling business advertises for staff

Never! I’ve never, ever, ever, met a business owner or sales manager who doesn’t want more sales with strong profit to match, more recognition for having a successful business, a sales system that runs like clockwork, and a whole lot more peace of mind. S-o-o-o-o how come there are so many business owners or sales […]

The campfire dies down as the beer runs out

Why salespeople's results fall off over time

Sales enthusiasm ebbs

Never being a beer drinker I have stood around many campfires with a very clear head. As I turn to roast each quadrant of my body, I observe. The evening begins with a high pile of boughs and logs set alight from last night’s embers, followed by the steady flow of barley juice and accompanied […]