South Africans abroad are interesting. I read an article a while back about why Americans are so vocal. It’s how a society changes when millions of immigrants come from different countries. And then they spread across vast open spaces. The only way to survive in that kind of change is to talk to strangers. It’s … Read more

By now you have heard the story of the King and the MiWay sales agent? In brief, a MiWay agent phoned the King of the Zulu nation, without knowing who he was calling. A simple mistake. They had a short call. The King explained who he is. And why he does not need insurance. He was gracious … Read more

Ernest Hemingway said “The first draft of everything is shyte.” He should know. He did not spell “shyte” with a “y” but I do not want to offend my email provider. I want to explore this issue. I procrastinate. Actually, that’s not quite true. The fact is that I can never get started. The only way … Read more

Many years ago I sold terminals and printers to firms that used IBM minicomputers. These firms had spent millions on their equipment. The fact that our equipment cost about one-tenth of the IBM equivalent was not a selling point. Prospects thought them “too cheap”. I learned that telling stories was so much better than listing … Read more

It was Randburg, March 2001. A client asked me to a meeting with someone he felt might add value to all my other clients. This fellow started out like Sea Cottage coming out the gates at the start of the Durban July. I tried to interrupt him three times. He barely stopped to draw breath. … Read more

When we first sign personal guaranties most of us have no clue how dangerous the contracts are. The lender or creditor tells us that everybody signs them. So does our accountant. And our attorney. Or that they are normal. Neither of these is true. But when the lender says “sign or leave” guess what most … Read more

Easter always brings back memories of the worst month of my adult life. At the end of May 1992 I was wrestling with a decision. Close my business? Or not? Most business owners face this decision. It was my turn after eight wonderful years. I did what I thought was the most honourable thing for … Read more

David Murray Kord wrote an excellent book, Borrowing Brilliance. He suggests that you keep close watch on your rivals to see what they do better than you. They might well be sneaky, thieving crooks. But they form the league you play in. If take sales away from you then find the reason. Find it. Any firm … Read more

Don Miguel Ruiz presents four guidelines for living a great life in his superb book The Four Agreements. The second guideline is: Don’t take anything personally. This is perfect advice for any person who needs to sell to survive. He says nothing others do is because of you. What others say and do is a projection of their … Read more