This video is about 3 sales lessons that I have learnt running 5 businesses over the last 15 years as an entrepreneur and chief salesman. I thought I was good at sales when I first set up my own company. I was not. I had a lot to learn.

Sales is about getting in front of the right people, regularly engaging with people and keeping yourself in a positive, curious, interested mental state.

The 3 Keys to Effective Sales

In this video I share 3 keys:

  1. Is the M.A.N. in the room?  (MAN=Money + Authority + Need).
  2. Focus on Rhythym, not outcomes;
  3. Get into the right mental state.

Have a great week 😉

PS Here are 3 gems of wisdom from Rich Mulholland’s Sales tip video:

  • “If the audience isn’t listening, it’s your fault… not theirs.”
  • “Don’t change how loud you yell, change the story you tell.”
  • “Pick carefully who you are telling your story to.”

A great short video on sales by entrepreneur and speaker Rich Mulholland. If you want to be successful in sales, don’t sell to NINAs, don’t sell to LILAs… focus on the DEMAs…

If you are reading this via email, check out the video: Don’t Sell to those who can’t Buy

A handy Glossary of Rich’s Sales Terms:

Here’s a handy summary of Rich’s acronyms so that you too can become a sales guru:

  • NINA = No Influence, No Authority
  • LILA = Little Influence, Little Authority (more dangerous than NINAs)
  • DEMA = Desire, Energy, Money and Influence

This weeks video is inspired by a book: The Road Less Travelled, by M. Scott Peck.

The book begins with the statement “Life is difficult”. It is my failure to understand this, believing that my life should be easy and problem-free that is the root of suffering.

Life is not meant to be easy, and is a series of problems which can either be handled or ignored.

Discipline is required to solve life’s problems rather than ignore them.  Discipline is made up of 4 aspects of how we chose to live our lives.

The 4 Aspects of Discipline:

  • Delaying gratification: Sacrificing present comfort for future gains.
  • Acceptance of responsibility: Accepting responsibility for one’s own decisions.
  • Dedication to truth: Honesty, both in word and deed.
  • Balancing: Handling conflicting requirements. Scott Peck writes of an important skill to prioritize between different requirements – bracketing.

Carl Jung, said “neurosis is always a substitute for legitimate suffering.” Neurotics make themselves miserable; those with character disorders make everyone else miserable. Everyone is neurotic or character-disordered at some time in their life, and the balance is to have a structure and relationships in your life than can help you see your lack of balance before you hurt yourself (or others).

Dedication to the truth represents the capacity of an individual to modify and update their worldview when exposed to new information discordant with the old view. Dedication to truth implies a life of genuine self-examination, a willingness to be personally challenged by others, and honesty to oneself and others.

Really coming to terms with oneself is very hard and painful work. Most people prefer to complain about their pain and continue their self-destructive patterns than to take up the challenging task of constructing a self and a life they could really live with.

 

I was in Belfast this week to celebrate my father’s birthday and spend some time with our relations in the north of Ireland.

My great uncle Jim is 94 years old. He has always been a great teller of stories. This is a story I remember hearing from Jim years ago. It is about why a barber shop thrived in a street where several brand name hairdressers had been unable to survive.

If you are reading this via email, you can watch the video on the blog here: Success in Business (A Story from my 94 year old Uncle Jim)

This video is about Cialdini’s 6 Moments of Power from his book “Influence”.

Here is Dr. Robert Cialdini’s book “Influence: The Psychology of Persuasion”

About the Book

Influence, the classic book on persuasion, explains the psychology of why people say “yes”—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.

You’ll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

Last week, my 13 year old niece Natia asked me: “what is the most important lesson you have learnt in your life?”

Natia was clearly quite serious (and had thought about her own answer), so I took a few minutes before responding. The video below explains my answer to her question.

How would you answer this question? What’s your lesson?

Leave it in the comments below 😉

Life is much better today than ever before.  I guess the challenge is that we have improved all of the lower parts of Maslow’s hierarchy of needs, but lost a lot of the institutions and connections that helped people explore the higher elements of meaning, connection, significance and self-transcendence.

Check out the improved quality of life over the last 200 years…

  • Extreme Poverty: from 94% to 10%
  • Basic Education: from 17% to 86%
  • Literacy: from 12% to 85%
  • Vaccination: from 0% to 86%
  • Child Mortality: from 43% to 4%

Thanks to my brother for sharing the infographic 😉

This is the detailed guide to boring others. In this video from Portugal, I share the 5 best ways that you can develop an ability to bore the people around you.

The 5 Specific Areas to Develop to Be Boring

  1. Negative Attitude
  2. No Interest in Others
  3. Stay in your Comfort Zone
  4. Be a People Pleaser
  5. No Social Awareness

The 4 Areas to Develop to be Deeply Interesting

  1. Find a Cause to Support
  2. Take Courageous Leaps of Faith (help others)
  3. Get out and Explore this World
  4. Cultivate Weirdness 

 

Fletcher McKenzie, Warren Rustand, Conor Neill and Carlo Santoro in front of Thomas Jeffersons portrait

Warren Rustand told me that there are 3 key moments in a human life. This video was made in Dubai during a trip there to work with a leading global company on their leadership.

The 3 key moments of a human life:

  1. Realise why you are here
  2. Decide to do something about it
  3. Actually begin

Warren focusses on 3 areas of Leadership when he works with groups on their leadership capacity:

  1. Clarity of Vision
  2. Certainty of Action
  3. Strength of Values

Warren Rustand speaking to EO

Where to find Warren Rustand?

It was #WorldEmojiDay just recently (I wasn’t aware at the time, nor was I greatly aware of the need for this day…)

It inspired the creative talent in London’s Royal Opera House to tweet out a series of 20 opera plots in the form of Emoji characters…  Can you guess these 20 opera plots in emoji form?

If you are reading this via email and don’t see the opera plots, check them out here on the blog: Can you Guess these 20 Opera Plots in Emoji?

 

20 Opera Plots in Emoji

Follow Royal Opera House on twitter…

Did you get the plots?