Why What You Don't Know Can Hurt You

In two different meetings this week and thought of this..

Remember the old saying ‘what you don’t know can’t hurt you?’

It seemed to make sense at the time..

But how wrong a belief this is??

In the first meeting with a Sales Manager telling me about another Manager he was having a ‘crucial conversation’ with..

He gave straight, honest feedback to his team mate..

‘This is how people around here see you…’

Am I Simple?


I’m in one of those moods this morning..

Reflecting on the weekend when I ran a workshop with a group of wonderful women who run a brilliant programme for Parents, babies and pre-schoolers to develop their brains and bodies to optimise potential and performance for the rest of the child’s lives..

Contact me if you want their contact details.

The real joy came though in me passing on some of our Key Influencing strategies to help them market, persuade and convert better..


Let's Talk Money and Keeping Promises

I’ve been for a surf on a beautiful Sunday morning in Perth and now I’m sitting here on my new Apple Air notebook laptop…

(That new board hasn’t arrived yet but thanks to the people who bought the products from last week’s Surfboard Sales Coaching Offer…all is well in the Farnell household.)

It’s been an interesting week so here are a couple of the lessons this week that I thought would be of benefit to you..


How Well do You Really Know Someone?

I just got off the phone from talking to an old mate of mine, Jon Doust.
Jon and I have known each other since the early 80’s.
We ran a highly successful ‘Humour Workshop’ at UWA for several years and even presented at the World Humour Conference one year.
I had just finished reading Jon’s highly acclaimed and Award winning book ‘Boy on a Wire’.
‘What’s the book about?’ I hear you ask..
The Age newspaper puts it way better than I could so here goes..
‘From the opening sentence, it is clear that we are in the presence of a writer with a distinctive voice and uncanny ability to capture the bewilderment and burgeoning anger of a boy struggling to remain true to himself while navigating the hypocritical system he finds himself trapped in … what makes Boy on a Wire much more than a bleak coming-of-age story is Doust’s sharp wit. “Justice not only prevails at Grammar School, it is rampant.” If you know an angry teenager, give this to him.’ — The Age

What do Kelly Slater and the Global Financial Crisis Have in Common?

What do 10 times World Champion Kelly Slater and the GFC have in common?

Well, let me back up a little before I explain..

Earlier in the week, I read an article in the West Australian Newspaper with the headline “Age Means Nothing to Slater”

In it was a great piece on Innovation, mindset and staying at the top of your game.

I quote:

“Asked on Monday if he felt like he was hitting his surfing peak, Slater replied: “If I’m not, then everyone else is going backwards, it’s pretty simple.

“I’m obviously surfing better than I ever have, I’m stronger, I know my equipment better, better choices, more experience.

“You have to have your mind there and you have to be going out and putting the surfing in – obviously that’s coming together pretty well, also.”

Slater is contemptuous of the idea that age should limit performance.

“People have a certain expectation you’re going to deteriorate, you’re vulnerable and your body is going to start falling apart and you’re going to gain weight and you’re going to get old and have kids,” he said.

Best Business Lesson #22: The Power of the Diagnostic


Monday marked the final sign off for the wind up of the Blue Rocket partnership..

As you can imagine, winding up of any partnership is traumatic, even if it was as amicable as the wind up between myself and John.

But the river of life keeps moving, and so it is with John needing to do his thing and me doing mine..


Wednesday marked another workshop in the series with the West Australian Newspaper Sales Team.

We experimented with a new format based on my recent readings of the terrific book ‘Influencer – The Power to Change Anything’ by Patterson, Grenny et al.

We have always used the Science of Deliberate Practice in our Sales Breakthrough sessions but taking on several new concepts from the book, we have taken the training to brand new levels.

People were raving accolades at the end of the day..

Business Success Lesson #23: The Only Thing Certain is Change…and Boldness

It’s Monday morning..

My son is playing Kings of Leon full blast downstairs.. (he loves his music)..

I open the paper and see Kylie has launched a new world tour in a shell in Europe..

Lady Ga Ga is getting even more publicity going on American TV in a ‘condom inspired’ suit.. (Last week she arrived at the Grammies in an egg..)

Ricky Nixon is in all sorts of trouble doing whatever it is alleged he is doing..

Sales Training Lesson #88: Tips of Sales Prosperity in the Year of the Rabbit

Australia Day is Over…

The fireworks have come and gone again for another year..

For thousands of businesses around Australia that signals the real start to the New Year.

In fact, it is Chinese New Year – the year of the Rabbit they tell me..

A quick study of what that means is that in the year of the Rabbit (which is following the year of the Tiger)

‘Good taste and refinement will shine on everything and people will acknowledge that persuasion is better than force.’

We could almost call it The Year of Persuasion.

It’s time to get your team together, to communicate, share ideas and strategies and get very clear about what you’re going to achieve in 2011.


Sales Training Lesson #567: Why People Buy and Why People Don't Buy

A presentation by a friend of ours, Steve McGurk… using a new technology that moves beyond ‘Death by Powerpoint’ called Prezi.

Wow.. it allows you to scan in and out and move around a presentation rather than have to move slide by slide and linearly…

Steve has put several powerful Youtube presentations and a powerful TED talk on ‘Challenging the Status Quo and Innovation..’

Here are some of the great points I got from the presentation.