How to stop your clients Screwing You...

Supplier Lessons from Premier Foods...

First, I am not a stock broker or financial advisor - so my following thoughts are just "my take" as a businessman on a news story that has surfaced in the last few days...

On the 5th December I saw an article on the BBC Website (must be true then...) stating that Premier Foods were asking their suppliers to pay money to stay on the "approved" supplier list...

Click on the LINK to take a look...

Premier Foods owns household brands like Ambrosia, Oxo and Mr Kipling and are one of the biggest food manufacturers in the UK...

Picture Credit - www.premierfoods.co.uk

Disgraceful you may say...

This may not be illegal in the UK, but it certainly smacks of being immoral and unethical...

But why would they do it...?

Simple - looks like they are in trouble...

Shares have fallen round 90% in the last 5 years, Q3 sales were down over 4% and they are closing a number of production facilities - sacking up to 900 workers in the process...

They have sold off some of their biggest Brands such as Hovis and Branston to raise cash to pay of their debts; they are under intense pressure from other products and players in the market...

It doesn't look like they have a clear strategy - except that is to screw their suppliers of course...

Their shareholders cannot be happy and the Board are under pressure to turn things around quick - getting cash from suppliers is a simple and effective way of injecting funds into a business, regardless of how it feels, they may have few other choices..

Lessons for Business...

1. I learned an important lesson years ago, and that was to not have any customer represent more than 15% of my sales revenue - so I was never dependant upon one client for the survival of my business..
2. Watch the share prices and balance sheets of your big customers; bad debts can be predicted based on the financial performance they achieve; if the balance sheet goes bad, and shares plummet - watch out...
3. Check the attitude and culture of any company you loan money to through credit terms. Essentially, are they nice people to do business with...? and if they are not then go find some other clients to do business with...
4. What is the calibre of the Management Team - I declined a Logistics Contract because I thought the CEO was an idiot. They went bust 18 months later owing 000's to others, but not me...
5. If I decided to take on a big account, I made sure we found a few more to dilute their effect and degree of control - avoid being complacent because a Big Client shows up...

Trading with Premier Foods would bother me on a number of levels anyway; the have annual sales of around £850 million and debts of around £1 billion...

They have been selling brands off in order to raise cash but have forgotten that a business can't be built on cost cutting and debt restructuring alone - someone has to sell some products to customers too...

As a shareholder I'd be concerned - as a supplier giving 90 days credit, I'd be really concerned...

So whilst this is a sorry story of decline of a UK manufacturing company, from the suppliers perspective it was all so predictable that alternative sources of income should have been found in the meantime...

Sounds easy - but the reality is different - however, Premier Foods knows that their suppliers are dependent upon them and can therefore demand money, credit and submission in the strangle hold they call a "relationship..."

So what should be done...?

First, all the suppliers could collectively tell them to shove it - providing they a stick together, this could work but in my experience getting a collective group to rebel is always tricky...

If Premier Foods is so big to me as a customer that I have to give them the money, then I'd do the following...

Attempt to get higher volume, longer contract and better terms as a consequence of the payment...

Get my Marketing and Sales Team to find me another few clients to replace them so that my position get stronger over time...

Don't put yourself and your business in this position of dependency in what can become an abusive relationship again...

David Holland MBA is the Founder and CEO of Results Rules OK, a Business Coaching, Training and Publications Company with offices in France, Luxembourg and the UK...

To find out more about working with David as you Business Coach, Executive Coach or Team Trainer - just drop him a note to davidholland@resultsrulesok.com for an introductory and complimentary discussion that just could change your life, your business and your results...

If you'd like to come to one of our Events to meet David, the Team and some of his Clients, then check out the website HERE - we look forward to seeing you and hearing from you...

When Opportunity Knocks - most people do this...

When was the last time you came across a great opportunity...?

Could have been a Business, Personal or Financial Opportunity; doesn't really matter...

What did you do with it...?

There is a "process" or a system that we tend to use when it comes to evaluating opportunities that are presented to us...

t's called the R.E.L.A.T.E Decision Model and here's how it works...

Imagine a Pipe with a series of filters positioned inside - as a fluid is passed through the pipe, each filter removes and retains impurities from the fluid so that the fluid that comes out of the pipe is different to that which goes in...

In the Pipe, you can choose the type and quality of filters that such that the end product is as required each time.

The filters need replacing and cleaning from time to time, but in principle this is a continuous system that produces results with certainty and predictability...

This is the principle behind the R.E.L.A.T.E Decision Model...

Now imagine the same pipe, a pipe into which Opportunities are fed rather than fluid, again there are a number of filters inserted that will process the opportunity as it flows along the pipe...

The filters are in a particular sequence and work like this...

Filter # 1 Recognition - as an opportunity presents itself, we have a Recognition Filter. This filter removes anything we don't recognise as being an opportunity; it is so effective that we don't even see most of the opportunities that present themselves to us, we simply ignore them or pretend they don't apply to us.

The filter rejects anything that we don't feel we deserve, or are not "ready" for. Whilst on the one hand it is a defence mechanism against scams and fraud, if it is turned up to high, it means that nothing will get through and all opportunities will be avoided regardless of how good they are.

Filter # 2 Emotion - if an opportunity gets through we emotionally decide to accept it or reject it. Our emotions are defined by our beliefs, values and experience, so this is a tough one for any opportunity to get past.

Here, we will delete ideas, principles and people that don't fit with our view of the world; it is where we lock ourselves inside our comfort zone of the familiar and reject anything that we don't like the "feel" of, or anything that may mean we actually need to change...

Filter # 3 Logic - even if we are emotionally attached to an opportunity, we always look for logical evidence to support our initial emotional acceptance. This is the voice in the back of our heads preaching caution and warning you about the risks associated with taking up any opportunity.

This is where we look for evidence; have others done it, what is the track record, where are the testimonials and feedback from others that have gone first. This is an attempt for us to balance our right brain and left brain, bringing both logic and emotion into harmony so we feel that the risk is acceptable.

Filter # 4 Advice - we look to others to agree with our decision to "go for" the opportunity. Finding out what others would do in the same situation is a great way of sharing the responsibility with others should you decide to say yes to the opportunity that has presented itself.

The advice can simply be in our heads "what would Mom say..?.." or from other people in our network - the challenge is that people in our immediate network have the same paradigm as we do, similar filters so we may not get "impartial" advice, just a validation the voices of our parents in our heads.

Filter # 5 Thinking - given all the evidence, we "think" about the opportunity that has got this far. We weigh up the advice and guidance we have received so far and attempt to come to an "informed" decision.

We have another word for this filter - it's called Procrastination and is one of the toughest filters any opportunity has to get through. We all have the opportunity to lose weight, get fit, earn a degree, write a book - they may pass all the other filters, but this one means that nothing will actually happen.

Filter # 6 Excite - once we have "permission" to say yes to an opportunity on the basis of our other filters, we still need to pass it through the "excitement" test. If we don't feel excited about the opportunity, then we will just say no...

Opportunities that don't serve us or excite us will get deleted here; if dropping a dress size passes all the tests but the consequence of achieving it is dull and boring, there is little perceived value applied to it and therefore it will be discarded.

How long does the process take...?

It can take a split second - impulse buying or love at first sight...

Or it can take a lifetime - waiting for the right moment, until the children have left home, until we have enough time and money...

How to manage the System..

The first stage is to recognise that there is a process involved with making choices and deciding on opportunities - look at the filters you are using and consider if they are serving you, or are they being too "efficient" and "over protective" so that even if you see an opportunity; you stay safe and always say no, just to be sure...

Is it time for a filter change...?

For 2015 would you like to have more opportunities presented to you and be able to capitalise on them..?

So here's your first test and "filter check"...

I'm giving the Opportunity to 10 Business Owners, Entrepreneurs and Executives to have a FREE Coaching Session with me..

It is quite painless, it will take around 1 hour over the telephone, and there is no obligation to buy anything, spend any money or take any risks of any sort...

Of course, we may just hit it off and find that working together with me as your Coach is a great idea...

So - how are your filters performing now...?

If we have got past Filter # 1 - just drop me a note here or to my personal email address - davidholland@resultsrulesok.com and I can make the arrangements...

Is it possible that this is one Opportunity that you can say yes too..?

I look forward to hearing from you; have a great week...

Would you Like a Business Coach for Christmas..?

OK so this is not really a Blog - it's a straight forward offer - but at least it's not hidden away anywhere, it's really obvious...

In 2015, I will have TWO places available for ambitious Business Owners to join me on a 1:1 Coaching Program...

With me as your Coach, we will get your business in the best shape it has ever been, you'll make more money and we'll have some fun in the process too...

Dave's subtle grasp of our business and appreciation of our objectives make him a formidable business coach. Dave's input has been instrumental in us redefining our business plan - which we have realised in all areas of consideration for the year. Courtney C - Luxembourg

I have clients in 11 countries, and from a variety of business sectors; so it doesn't matter where you are or what you do, if you can answer the following questions with a "yes" then I can put a program together for you;

1. Have you been in Business for at least 2 years...?
2. Do you want 2015 to be the best ever...?
3. Are you willing to learn and implement new ideas...?
4. Would you like to have more time and money in 2015..?

How to apply...

Drop me a note here, or send me an email to davidholland@resultsrulesok.com ...

We have always had a passion for our Martial Arts business, and thought that the time was right to reach out and take some help regarding growing the numbers within our academy. In the last 16 months, working with Dave as our Coach, we have grown the business by 45.2%...
Stuart H Milton Keynes

We can arrange a time to speak and explore the possibilities - there will be some preparation work to do, but if we agree that Coaching is right for you, we can get started in January 2015...

I look forward to hearing from you...

Cheers

Dave

7 Rules that'll Guarantee you get Promoted...

...providing you stick to them...

I was fortunate; I had bosses who saw something in me, they trusted me, gave me opportunities and I delivered results...

Lots of other people are equally lucky; they too get promoted, paid more and earn bonus...

Throughout my career I was the youngest Manager, youngest at college, first to get promoted - I figured it was just that I was lucky, until I started to employ other people to work alongside me, then I started to realise what the difference actually was...

Hint #1 - it wasn't luck or just good fortune...

From the age of 4 until I was 16, I had been working in the family business; my dad owned a small chain of shops in and around Birmingham in the UK...

No - it's not me in the picture, its 1910 and my Great Grandfather and Grandfather are though...

My jobs included, sweeping up, staking shelves, making the tea, and even serving the customers; I progressed to boiling beetroot in an old top loader washing machine, "dressing Turkeys.." - not in fancy dress either - and moving vehicles around the yard...

I could clean windows with vinegar and newspaper, drive just about any truck, and add up lists of numbers in my head with total accuracy..

Over the years I learned that there was no "clocking off" we stayed until the job was done, we didn't go sick unless we were ill, and how to have fun working with team mates and customers alike..

I also learned that if we didn't work we didn't eat - simple...

As my career developed, I took these early lessons with me into my career, first working for other people and then for myself within my own companies; in hindsight it was these early lessons that enabled me to build my career.

In my work now I see lots of amazing bright people who have qualifications, smart 'phones and German saloon cars (usually grey or black...) who come into the world of work anticipating fast tracks to the corner office, six figure and seven figure salaries and of course the title and position to satisfy their ego...

But they don't get promoted, they get left behind frustrated in the commercial office or fumbling around in the Marketing department, and eventually leaving to move on because "promises weren't kept..."

For others it's different, somehow they get promoted, invited to meetings and offered opportunities; so what is going on, what's the difference between them...?

Hint #2 - it's nothing to do with qualifications either...

The difference is that they instinctively apply the 7 Rules of Getting Promoted; at least in my experience they do...

So here they are...

1. Say Yes to Opportunities; then show up and do what ever it takes to achieve the objectives...
2. Consistency; even predictable mediocrity will beat random feats of excellence, deliver certainty...
3. Drama; leave the drama at home and apply yourself to the job in hand consistently,...
4. Service; we are all in the customer service business. Behave as if your clients can see you all the time...
5. Honesty; be the person that can be trusted with the money, keys, wives and husbands. Make this your USP...
6. Loyalty; to the company and the people, always support and defend them in public and in private...
7. Politics; don't do them. There are some socio-paths in business too, avoid them and don't participate...
8. Over Deliver; volunteer, do more than your job specification, deliver a wow factor in all you do...

If you have to ask why there are 8 not 7 - just re read # 8 again...

Now, whilst strictly, the application of these rules doesn't "guarantee" promotion, they will guarantee that you get a better result than if you choose to ignore them...

Final lesson...

Some people are a***oles and don't deserve your attention or consideration..

I thought I was pretty good at these 7 Rules, and in reality I was, but it didn't prevent me getting fired by the Chairman of a company some years ago too...

Clearly he was an idiot; but I am slightly biased...

So another lesson; being great isn't always good enough for some people, be prepared to move on when you have too.

Failure is always an option as a stepping stone to greatness...

Have a great week...

PS - the cute puppy picture was just to get your attention...

David Holland MBA is the Founder and CEO of Results Rules OK, a Business Coaching, Training and Publications Company with offices in France, Luxembourg and the UK...

To find out more about working with David as you Business Coach, Executive Coach or Team Trainer - just drop him a note todavidholland@resultsrulesok.com for an introductory and complimentary discussion that just could change your life, your business and your results...

If you'd like to come to one of our Events to meet David, the Team and some of his Clients, then check out the website HERE - we look forward to seeing you and hearing from you...

5 Beliefs that Define our Destiny...

Our beliefs about ourselves and our environment, define our behaviour, relationships and performance, however, our beliefs are made up of complex, random and subconscious triggers; many of them are irrational or simply not true, some serve us well whereas some do not...

For example...

During and after WW2, the indigenous populations of the Melanesian Islands witnessed both Japanese and American forces fighting the battle of the Pacific.

On some islands the Americans built runways and military camps with 1000's of troops being stationed there; they witnessed at first hand the technology of the American forces including radio, aircraft and weaponry.

They also saw trained men marching in uniform, performing bizarre rituals and organised "meetings" - the clear consequence of which was that food, cargo and supplies were delivered to the men by planes from the sky...

"Any sufficiently advanced technology is indistinguishable from magic..." - Arthur C. Clarke

When the battle for the Pacific was over, the Americans left and took all their equipment and rituals with them.

So impressed were the locals however, that they decided that if they simply recreated the equipment, rituals and uniforms of the Soldiers, they too would receive food, cargo and supplies from the planes in the sky...

And so the Cargo Cults of the Melanesian Islands were born. Radio masts, planes and weapons were built out of wood, the uniforms and marching rituals were copied in the hope that the "Gods" would return and supply them with the supplies they needed...

Prayers would be chanted into bamboo radio sets, fires would be set along the runways and the letters USA were painted onto the chests of tribesman marching whilst holding onto bamboo models of M1 Garand rifle...

Photo - Paul Raffaele.

Unfortunately, the gods never responded, but because the natives had evidence that the rituals worked, they kept going in the belief that one day they gods would return and save them...

As it happened, during peace time anthropologists and scientists visited the islands to explore the flora and fauna - and they found the native peoples performing strange rituals in line with their Cargo Cult beliefs.

To prevent them from starving, the scientists called for help. So the planes came back and delivered medical, food and equipment supplies; this simply proved to the natives that their prayers were not in vain and confirmed their belief in their rituals and icons...

We may think that is ridiculous...

Easy for us to look on with scorn and mock these people for making Gods out of the United States Army and Air-force; but to them it was and is real, in fact it was so real that their prayers were eventually answered by the return of the planes from the sky...

However...

In reality, many of the beliefs we hold are equally if not more ridiculous. The evidence we choose to substantiate them equally selective, but also equally seductive and compelling.

There are some "common" beliefs that we hold that define our lives, the challenge is of course, they might not actually be true...

1. I'm not attractive - compared to what and compared to whom...?
2. I'm not Lucky- who told you that...?
3. I can't - the most limiting belief in the world..
4. I don't know - no one does until they do it...
5. I'm scared - everyone is from time to time...

How do we support these beliefs...?

Simple - we find evidence to support them. We think of our history, the stories we were told, the experiences we had and the conditioning we received. Then, although we may test the beliefs, we look for more evidence that they were true all along - if you believe you are unlucky and you go to a casino, guess what will happen...

The way round this is equally simple - look for different sets of evidence to support a new set of beliefs...

First choose the beliefs you would actually want to be true for you, then construct evidence to validate and support that new belief system; find people that support you, opportunities that empower you and knowledge that inspires you.

Then, as the natives found when the scientists returned to their islands, your beliefs will become manifest to you - you are a result of whatever you choose to believe...

Make sure you choose your beliefs carefully...

David Holland MBA is the Founder and CEO of Results Rules OK, a Business Coaching, Training and Publications Company with offices in France, Luxembourg and the UK...

To find out more about working with David as you Business Coach, Executive Coach or Team Trainer - just drop him a note to davidholland@resultsrulesok.com for an introductory and complimentary discussion that just could change your life, your business and your results...

If you'd like to come to one of our Events to meet David, the Team and some of his Clients, then check out the website HERE - we look forward to seeing you and hearing from you...

The #1 Rule for Achievement that most People Ignore...

...but high achievers nail every time...

I am often asked what it is that makes people successful - personally and professionally. As a Business Coach I see all sorts of people achieve fabulous results - I have also come to recognise the patterns of behaviour associated with this success, and the patterns that sabotage he success of others...

First, lets look at what you DON'T NEED to be successful...

1. College or University Degree.
2. Masters Degree, especially an MBA...
3. Rich parents or family...
4. Rich wife or husband...
5. Be pretty or handsome...
6. Permission from someone else...
7. To be liked by everyone...

Of course having some or all of them may increase the pace of success, but they shouldn't be excuses that are allowed to get in the way either..

So does this mean that uneducated, ugly people living in poverty that no one likes are bound to be successful...?

Of course not; but if you don't have any of them it doesn't mean that you can't achieve what you want either...

Now that's out of the way, there are a couple of other "issues" that have to be addressed. Doesn't matter whether you are employed, running your own business or even in the military; there is one thing that will get in the way of achievement no matter how rich, pretty, or educated you are...

It's all about what is at the centre of your Universe...

What I mean, is what do you choose to place highest priority and importance on...?

As a young Operations Manager running a large distribution warehouse, it was my job to make sure that all incoming orders were picked, packed, despatched and delivered such that our customers experienced excellent service and 24 hr turn-round...

We were selling Computer Games Consoles and December was a huge month for us we would be despatching 1000's of machines, games and accessories every day on the run up to Christmas.

After an exhausting few weeks, we had finally made it to Christmas Eve, I was the last person to leave the warehouse, it was around 19.00; we had finally stopped operations for a couple of days and I was looking forward to a family break...

As I was about to switch the lights off and hand the site over to on site security, my 'phone rang.

It was a distraught woman who had ordered a games machine from us for her 9 year old son, but it hadn't arrived and she wanted to know if |I could help...

It was almost tempting to start mimicking the answer machine message and inform her that we were closed for Christmas and she should call back in a week; but I didn't...

I took her details, and promised to call her back within 10 minutes. Firing up the Order Processing system I could see that the order had been retrieved and paid for, but that one of the accessories was out of stock so it was placed on backorder.

I called her back, and said that I had the machine and the accessories, and that they would be with her before Christmas morning.

She lived about 100 miles away from the warehouse, and the only way to get it there was to put it in my car and take it myself, it was 20.00 by now...

I called Lynn and told her what I was doing, she wasn't surprised and simply said - "see you in the morning..."

Arriving at around 23.00 at the home of the family who'd ordered the machine, I rang the bell and waited.

The door opened and I have never seen anyone so happy to see a bloke carrying a cardboard box - they were overjoyed, I had made their son's Christmas, and they were stunned that someone from a Corporate Business actually cared enough to drive 3 hours to deliver one box - one out of 1000's we had already delivered...

At the centre of my universe was my purpose to be the best, most effective manager I could be. I knew that if I achieved that, then my family would be well cared for and we would achieve financial, lifestyle and balance success as a consequence; the better I was as a Manager the better life would be...

I ask the question...

"what would you do in that situation...?"

at events and workshops and only about 5% of people say...

"I'd take it to her..."

What would you do...?

Most people make excuses, create reasons or give refunds. Some people put their own time ahead of their professional time, and some people just say "tough, call back next year..."

So here, in my experience, we have one of the defining factors that determines our levels of success. It is our ability to put the objectives and purpose ahead of our own convenience and routines.

I was taught to put my Purpose at the centre of my Universe, and that providing I did that and sacrificed a little bit of comfort and convenience now and again I would achieve all that I wanted.

When we have clarity about the purpose we are working towards, whether it be professional or personal, and we give that our full attention even at the expense of our own levels of comfort and convenience - that is where the magic happens...

Here's the #1 Results Rule; if you put...

Self at centre of Universe = then you will do only what is Convenient...

Purpose at centre off Universe = then you will do what ever it takes...

So the question is; what are you prepared to sacrifice in order to achieve...?

Will you give up your weekends, work late, cancel holidays; the day after we got married we postponed the Honeymoon so I could go to College and sit an exam that I didn't want to miss..

Made me very popular...

Or are YOU the most important thing in the universe around which others must rotate and gravitate towards. Do your priorities always take precedence over those of others - are you so attached to your comfort blanket that it actually smothers any chance of growth and success that comes your way...?

Truly successful people put their Purpose at the centre of their Universe, they work their socks off to make it happen and reap the rewards that are denied to many because they are willing to endure the sacrifices tolerable to only a few...

PS - this rule doesn't mean that you sacrifice your home and family life in the name of money and professional success. Lynn and I have been together for 35 years this week as it happens, we have two amazing, balanced and successful boys; it just means that sometimes you have to do something outside of the 9 to 5 routine to achieve the results you desire...

David Holland MBA is the Founder and CEO of Results Rules OK, a Business Coaching, Training and Publications Company with offices in France, Luxembourg and the UK...

To find out more about working with David as you Business Coach, Executive Coach or Team Trainer - just drop him a note to davidholland@resultsrulesok.com for an introductory and complimentary discussion that just could change your life, your business and your results...

If you'd like to come to one of our Events to meet David, the Team and some of his Clients, then check out the website HERE - we look forward to seeing you and hearing from you...

How to Close every Sales Pitch you Make...

In what seems like the middle of the last century, I started my Sales Career selling cardboard boxes and industrial packaging to manufacturers and the military...

Let's face it, no one wants to pay much for the packaging of a product - it gets thrown away anyway and can be hugely price sensitive; exciting as this sounds - it did allow me to figure out how to sell not just a product, but a service too...

One project I was working on was the design and development of a transit container for a glass product - imagine a glass jar about 200 mm diameter and 400 mm tall with a helix tube inside - also made of glass and attached only at the bottom and top of the jar.

The helix was used to pass liquid through to cool the contents of the jar - I have no idea why, but it just did...

My job was to design a package that would ensure this fragile item got to its destination in one piece...

Several suppliers were invited to provide samples and quotations, then go along and present the pack to the prospective client and explain how the design would work and how we had approached the design challenge.

Most products can be assessed in terms of their Fragility Factor - essentially, how delicate they are and how susceptible to shock they are; the lower the "g" factor the more fragile they are..

For reference, a kettle is around 100 g, a TV is around 60 g and Missile Guidance Systems around 25 g - this product was rated at 15 g.

Basically it was VERY delicate and we had to get it through parcel carriers and airline handling safely...

So the day of the presentation came - we were last to present our package, and I was accompanied by my Managing Director, this was a big contract...

As we walked up the stairs to the first floor office my boss looked at me and said..

"on a scale of 1 to 10, how confident are you that you pack can survive a 2 metre drop - the design criteria...

"10" I replied, more out of hope than certainty...

We entered the presentation suite - with our prototype package. On the desk was one of the glass products. My design included filling the jar with beads - the beads would support the helix at so reducing the risk of fracture should the package be dropped.

Then the "beaded" jar was wrapped and placed within a frame work of expanded polyethylene cushions designed to absorb the energy of a 2 metre drop...

This was a unique approach - when asked why I had gone for beads in the jar, I explained that I wanted to make the product heavier and more robust. If you imagine dropping a crystal champagne glass onto the couch, it will still break.

The heavier item would deflect the cushions and allow them to decelerate the product without breaking it - if it was too light it would simply bounce of any cushions...

The customers looked confused, other designs were more traditional and smaller than ours too...

So, my design was bigger, heavier and more expensive - not only to buy but to transport as well...

My boss walked over to the box which by now had been packed with the glass jar and beads during my presentation. He sealed the lid and walked over to the window, opened it and glanced around looking for cars and pedestrians...

Then he threw the package out of the window...

It bounced on the car park and rolled onto the grass verge opposite - he looked at me and said - I hope you were right, and winked at me...

The clients were shocked - they ran to the window and shouted at my boss - he simply said...

"with packaging, you can either buy on price or you can buy peace of mind - we don't sell packaging, we sell peace of mind..."

One of the client engineers actually ran down stairs and retrieved the package and brought it back up to the office...

The corrugated cardboard was scuffed and dented and as he placed the pack on the table he invited me to open it...

As I opened the top of the box I could see what had happened; the product was still in tact, the beads had done their job and the cushions had done theirs.

I handed the pristine product back to the client and they immediately signed the agreement for supply - we had won the deal...

In the care on the way back to the office I asked my boss how he knew that the package would work so well..

"I didn't, but I trust you - and the only way to sell low value products is to prove they have high value performance, so I thought I'd throw it out the window to prove a point..."

The lesson I learned and use is that we can't sell what the product we make or the service we deliver - what we are selling is the benefit or the value the client will experience as a consequence of the purchase...

I also learned that when selling anything, if you can prove that it works, so much the better...

So here are my top Seven Tips for closing every Sales Pitch you go to...

1. Have absolute belief in the product or service you are offering - and yourself, and those in your team......

2. Be creative and unique in your approach - differentiate or die by price comparison every time...

3. Don't attempt to sell on Price or be the Cheapest, be the best and solve the problem the client actually has...

4. Prove and demonstrate the effectiveness of what you are selling, seeing is in fact believing...

5. Take the risk of being unique and give your prospects more reasons to buy from you than not...

6. Have fun in the process of selling, it is a game and once you understand the rules, winning is more likely...

7. Sell Value, sell Trust, sell Confidence - you can avoid having to "close" the deal; they will close you...

David Holland MBA is the Founder and CEO of Results Rules OK, a Business Coaching, Training and Publications Company with offices in France, Luxembourg and the UK...

To find out more about working with David as you Business Coach, Executive Coach or Team Trainer - just drop him a note todavidholland@resultsrulesok.com for an introductory and complimentary discussion that just could change your life, your business and your results...

If you'd like to come to one of our Events to meet David, the Team and some of his Clients, then check out the website HERE - we look forward to seeing you and hearing from you...