Coaching skills – The power of questions (2017)

Posted on: May 31, 2017 Coaching skills - the power of questions

At the most recent coaching skills course we reflected on the power of questions. In most coaching sessions, we use a simple framework of questions like John Whitmore’s GROW (Goals – Reality – Options – Will to act) to help the person reach their own conclusions about what they want and need to do. The […]

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Presentation skills – Preparing the content and delivery

Posted on: May 19, 2017 Presentation skills Pitch presentations

Whether part of sales or pitching training or for standalone presentations for seminars and conferences I conduct many in-house training sessions on presentation skills. Yesterday, I delivered a training session on pitching for the PM Forum (  and there was a request for general presentation skills guidance during that course. So this post summarises the […]

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Fabulous First Meetings – 16 selling insights

Posted on: March 21, 2017 Fabulous first meetings - Selling insights

My first book, published in 2000, was on selling skills so it gives me great pleasure to sometimes indulge my passion and provide sales training. I recently completed a series of short in-house training sessions for a property client on “Fabulous First Meetings” where we covered a range of selling insights including buyer psychology, communication […]

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Book review: Let’s get real or let’s not play – The demise of dysfunctional selling and the advent of helping clients succeed (Mahan Khalsa)

Posted on: December 3, 2012

I reviewed this book (Let’s get real or let’s not play – The demise of dysfunctional selling) back in March 2003 for Professional Marketing magazine but as a couple of people have asked about Frank Covey sales techniques lately I thought it was worth digging it out again. As well as writing my own book […]

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