5 Ways to Turn Emergency into Triumph

Sitting here in the office and it’s 33 degrees outside in sunny Perth..

That really is a contrast to watching the TV news over the past few days and seeing not only the incredible damage of the floods in Queensland (and down around my old home town in Bendigo; Echuca and Rochester swimming pools where we used to race are now flooded…) had done but..


But more to the point, the incredible power of the Australian spirit of mateship, community, a fair go, helping out people worse off than ourselves..

Sales Training Lesson #128: How and Why You Should Soak Up Post Christmas

It’s Monday morning and it’s going to be 38 degrees in Perth today..

I’ve just got back from a swim from the pilon to North Cott and back with my water polo cronies… then a coffee..

‘Bittersweet Symphony’ is blasting from the Christmas presents downstairs..

It’s been a musical Christmas here in the Farnell household.

We gave our son James a new Cole Clark guitar for Christmas.. It’s superb..

(In fact, here he is last night playing with his band mate Steve in our kitchen, a song they composed on Boxing Day..)

Sales Training Lesson #23: Two Ears, One Mouth and the Gold in Client Feedback

I’ve just finished putting a new page on this web site..

It’s a page that outlines a service we have done for almost 25 years but had not articulated clearly enough on this site..

As with so many things, it’s so obvious… IN HINDSIGHT..

Why hadn’t we done it already?

How could I be so blind? So forgetful??

No need to spend too much time beating ourselves up…

Just fix it..

But where did the CATALYST FOR ACTION come from?

A client..

Sales Training Lesson #179: How Socrates, Hope and Mental Upgrades Can Work for YOU

Sunday morning.. about to go to water polo training.

Our trusty dog Ebony is faithfully sitting at my feet..but I woke up with a couple of key thoughts I wanted to share with you from this week..


John and I this week spent 2 full days educating and re-educating ourselves.
We sat in front of a TV screen watching DVD’s of a Master of Sales and Marketing share new and powerful sales and marketing strategies.

Some of the things we had heard before, some we hadn’t.

Sales Training Lesson#58: Marketing Lessons from John Farnham

I’ve woken up this morning with a John Farnham song repeating in my head..

It doesn’t happen every morning… but it has this morning..

You see last night we were guests of my old mate Brad Mellen of Mellen Events here in Perth.

He was staging the second of the ‘Evening on the Green’ Concerts in Kings Park.

Australian music legends, Ross Wilson, Richard Clapton then John Farnham..

Sales Training Lesson #74: Why have More Winners?

39 degrees in Perth on Friday last week…. It must be summer on the way..

I knew Miss Maud’s in West Perth not only have some nice, healthy sandwiches, they also have very good air conditioning.

So decided to take my son James there for a quick lunch and get out of the heat.

To our surprise we bumped into an old family friend while we were there.

My old friend was raving about the advice (and Free Sales Consulting) Blue Rocket partner John Blake had given him a few weeks ago about how to motivate his sales team.

In a phone call with John about another matter he had complained about how to get his interstate distributor agents to sell more of his product rather than have it as a low priority on their list.

John gave him one piece of Sales Management advice that has had his sales go through the roof…

Sales Training Lesson #126: Where do you want to Sweat?

We’ve had one of the busiest weeks for yonks this week..

Sydney, Melbourne, Perth, 6 different workshops in 3 different cities with 5 different clients..plus all the other stuff going on..

But it never ceases to amaze John and I the power of teams getting together in an environment of learning, focus and desire to take things to the next level.. the environment of the Sales Breakthrough Mastermind..

Here are just a few sales training and sales coaching lessons from the week.

Sales Training Lesson #272: Why Argue with Yourself?

I’ve just interviewed two sales champions this week for our CD of the month series.

They’ve given me some great Sales Training lessons I wanted to pass onto you asap..

What did I learn?

What did they have in common?

How can you and I benefit from sitting with a high performer and getting inside their heads?


Let me put you in the picture.

One of the Sales Champions started her selling career as a new mother. She was sitting at home with her baby sleeping and she was thinking ‘I need something else to do.. I want more money.. and I have a business idea I want to make happen…’

What does this tell you about the mind of an achiever?

Sales Training Lesson #201: Why be Unreasonable?

Week 44 has just ended..
63 days until the end of the year..
The sprint to Christmas..
For some of you it will be the busiest time of the year..
For others it will be a slowing down..
Interestingly, in the industry sectors that are slowing down, there will be some in those sectors who are still way busier than others.
Why would it be that some in say The Finance Sector or the Professional Services sector are super busy and others are saying ‘this is a quiet time of the year..’?
The answer lies in the question..

Sales Training Lesson #125: Facing the Enemies to Your Sales Success

I’ve just had a very interesting week.

I’ve run the same one hour ‘Future Growth’ seminar on sales and marketing to small and medium sized businesses 19 times to about 150-200 business owners and managers around Perth.

As you can see, the groups were small so we got to interact and coach people in a very close, intimate environment.

I got to see 150-200 business people at close range.

As I reflect on it this weekend it was a thought provoking experience with some great sales training, sales coaching lessons in there.