Interview: Overcoming the fear of customer rejection

This week I was interviewed by John McCrone of The Press newspaper in Christchurch, New Zealand. His article looks at why small businesses have trouble with their sales processes. Among the many training options available is my online self-paced study course at www.MySalesTutor.com .

Ask the right people for advice

This research paper from the Harvard Business School describes how we usually give more weight to advice from other people when the decision we are making is difficult - even though we have no proof that their recommendation is any better than ours.

On the other hand, when the decision seems easy we tend to back our own judgement, not needing to ask the advice of others.

This applies when asking for advice from professional advisers and consultants as well. That is, if you think you have a difficult decision, you will probably give more weight to the advice you are given.

So make sure you are asking the right people for advice!

Message from Kieren Perkins

Just yesterday morning I was with Kieren Perkins (see photo). We were both presenters at the same conference at Hyatt Regency Coolum. For any overseas readers who dont know him, Kieren is an Australian icon. One of the best known Australian athletes, having broken 12 world records and multiple Olympic Gold Medals in swimming. The 1500 metre is his specialty, and he is still the youngest person to break 15-min in this event.

Kieren presented a great message at the conference. He said that of all the world class athletes he met in his 10+ years of international competition, hardly any were "born champions". In fact Kieren himself didn't really like swimming when he was young. He also said the media stories we see about athletes starting out with exceptional skills at 4 years of age, or that if you haven't "got it" at an early age then you have no chance, is just a media perspective. It is not reality.

So take that message to heart. You have the opportunity to be succesful, even if you didn't have an early start at it - in life, sport or business.

Getting Rich on eBay - or Not!

Just had to tell you about this report on eBay Power Sellers. If you ever wanted to know IF you can make a zillion by selling stuff on eBay, read the report. It is a bit long, but full of good information about how eBay classifies its sellers.

For most service providers eBay isn't a helpful business tool. But if you're into selling products there may be opportunities for you.

Will clients discriminate against you?

A recent job-seeker column advised against providing any photo with a job application. The columnist wrote "the applicant opens himself or herself up to possible discrimination" by doing so. I often discuss the same issue with clients regarding whether they should include their photo on their business card.

In my view, people are very quick to make judgments (or assumptions) based on how you look. Too young; too old; too clever; too casual; too old-fashioned; too successful; too cheap; etc etc. In other words - they discriminate... often against you, based on how you look.

That's why I usually recommend not using a photo on your business card. You just can't tell what people will think, so it's much better for them to see you when they meet you. Then you can give them the complete picture of who you are.