May 16, 2017

I’m no dating expert, but I’m pretty sure that template messaging a bunch of people you’ve never met to ask if they want to go out for dinner is a sure-fire way to end up slumped in front of the TV with a meal for one.

Firstly, if this was your approach to finding a date the people you approached this way have no idea who you are or why they should be interes...

March 21, 2017

There’s a scene in the 2002 movie Minority Report that blew me away.

John Anderton (Tom Cruise) is nervously pacing through a shopping mall and personalised holographic adverts are throwing messages at him left, right and centre. Literally, offering him services by name as a scanner reads his eyeballs.

“John Anderton!” one yells. “You could use a Guinness rig...

February 20, 2017

I couldn’t believe it,” Marc said, staring into his piccolo latte.

Marc is a friend and one of the most successful salespeople I know. However, it was clear he was having a minor crisis of confidence.

We were catching up at a café in the city, and Marc was telling me about a recent call.

I was on the phone with Linda, a purchasing manager from a XYZ Ltd,” he...

November 16, 2016

A little over a year ago, a young acquaintance was launching a start-up company, and he suggested I was naïve.

Jacob asked why I was so fixated on direct, person-to-person selling and face-to-face relationship building in my business.

“I can get all the clients I need,” he said, “through social media and digital marketing.”

He was bemused that I spent so much...

October 4, 2016

I had a big decision to make.

I was young, just starting out in my career and wanted to learn how to sell. The company I worked with had a number of salespeople, including two I got to know well. Being young, I continuously asked them questions.

Dave was a sales star. For the previous six months, he had topped the performance rankings. He was an intense, driv...

August 17, 2016

I love avocados.

On toast. In guacamole. Salad. Salsa. Pizza. I even enjoy avocado ice-cream.

I only buy avocados from Ted, who owns and operates the local fruit and vegetable shop in my suburb, Ted’s, because he is a sensational salesperson.

He knows everything there is to know about his quality produce. He also sells from the perspective of truth.

Just last...

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© 2017 Richard Forrest.

Suite 2, 277 Condamine Street

Manly Vale NSW 2093

02 9939 6888