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There is never just one need. There are always more. The milk-run salesperson accepts the first one that appears, tries to meet it and moves on. Busy right? Lots to do. Efficient. Except they don’t learn anything. Without learning, a salesperson is at the mercy of the market. The successful salesperson moulds the market, and […]

He’s a miner in the Hunter Valley, who wishes he had crossed paths with Beyond Blue sooner. A year ago he had attempted suicide, and having spent one hour on the subject in a Beyond Blue session, he can now see what was going wrong for him. Literally “I wish I’d heard this a year ago, […]

Negotiating instinctively – inspiration, blind habit or recklessness? Being unaware is negotiating death. Instinct feels right, feels free, feels unpredictable, but there is no escaping a pattern. There is no such thing as no technique. Personality styles mean there is a pattern in there somewhere. Gut-feel negotiators can often ‘read the play’ on the back […]

Whilst competencies describe behaviours a company wants, none of them describe the human engine-room that powers their use. Mental health awareness is reminding us of first principles. If we’re not mentally healthy, corporate competencies are irrelevant – they are not available to the person trying to apply them. Behavioural competencies were designed to measure the […]

A marriage separation has broken his heart. “She’s up the road with another fella, I’ve got the kids”. His mates must know – but how much do they know? He still turns up for work, keeps to himself, does his job. ‘Yeah – he’s fine.’ Except…. “When I go home from work, I wait for […]