The difference between those who achieve success and those who don’t is nearly almost down to taking action.

All too often, lost opportunities and deals are a direct result of the wrong decision being taken at the wrong time.

Gatekeepers are people who stop you from getting access to the prospect that you want to speak with.

I always say our job when we are selling is to be a fly on the wall in the brain of the other person. If you could be in their head right after you have shared your proposal with them, what would they be thinking?

The reality is that if you have priced the project correctly and talked about how you solve the problem then it shouldn’t be a surprise and it should then be a case of asking them their thoughts.

See social media as if you were in a face-to-face networking room, or better still, dating someone. Would you ask someone to marry you 2 minutes after meeting them?

Winning new business is what we all want to do but very often we can waste a lot of time and energy chasing opportunities which we stand very little chance of winning.

If you don’t know HOW to achieve your plans, then you are boxing in the dark.