You may be a school leaver. You may be a cubicle-escapee. You may be starting the very post-trend “side hustle”, or a freelancing venture. Whatever your situation, it’s all very exciting with a large element of fear and anxiety. Recently I heard an interview with a business owner who’s venture is turning over in excess of $60m a year, and another that has over 20 000 users. Independently they both admitted that in the face of these achievements they still had times of doubt, and “weren’t sure if this thing was going to work”. There is no doubt – business is tough, and holds up a mirror to our fears.

Some people can be horrible to deal with. You are trying to be helpful, respectful, and patient but the more you try to appease them the more unpleasant they become. I once had a customer literally shout and chastise me over a staff incident for about an hour until she wore herself out and finally accepted my offer that I would investigate the incident and pass it onto senior management to be dealt with. I can see her face now, and it sends me to an energy draining place that leaves me deflated and beaten up. Have you experienced something like this?

Selling can be a dirty word in some workplaces. I’ve been in sales for over 15 years, and I still cringe at the thought of picking up the phone to make a cold call sometimes. Then there are many people in our teams that do not see selling as remotely relevant to their roles (nor their lives). Here are a few tips for all of those people out there that hate selling to their core, as well as those leaders that find it difficult to get their teams to sell effectively.

Initially, when working with a new client, I always want to get to know the people, and what everyone does. Then, talk will turn to product, numbers, and the associated business and cultural conversations. Once this is all done, one of the key areas that always intrigues me is the working environment of the business leaders. Not only what their day/week looks like, but also where they work.

As a young manager I was introduced to the GROW model to help with performance reviews and the coaching of my team’s ability. It is an ultra-simple coaching model, and because of it’s simplicity I had always hunted for more sophisticated tools. I always felt that there were tools out there that high level managers and coaches were using that could propel my people management skills to another level. As I transitioned from lower level management to mid-level management I never did find anything that was as effective as GROW.

There is a game I play in emotional intelligence workshops. It involves the group visualising the best boss they have ever had and then describing them. Then we do the same for the worst boss they have ever had. The results usually end with a lot of laughter and it can be quite therapeutic for all concerned. There is nothing better than visualising that boss that made your life hell and openly getting all of your angst out in a safe environment where anonymity is your closest best’est friend.

I just downloaded Brin. It’s a new app and I have no idea what it really does yet. It wants to talk to me, and provide me with a whole host of info. Everyday there is a host of new apps to explore and discover. Another accounting software, platforms that integrate with a whole lot of others, or the category of super popularity – productivity apps! As soon as you get to grips with Snapchat, Instagram pulls out a competitive platform, and the dance is never ending.

What is the most energy sapping aspect to your life? For those parents out there, being a parent is probably at the top of the list. For those that manage staff it may be the constant strains of their team. Maybe it is your customers, or suppliers, or a physical thing like long-distance driving, presenting, or just long working hours. These are all common answers, however there is one underlying factor that leaves us exhausted on a daily basis. The common drain I talk about below stops us from performing efficiently and has a big impact on our ability to rest and recuperate as well.

I was so lucky to attend an amazingly unique training session as a participant last summer. It was held on a small horse ranch in the Yarra Valley wine country of Victoria, Australia. The session was conducted by a good friend of mine, Cheryl Cruttenden. Cheryl expertly uses horsemanship as the basis of her executive training. I found the horses a little scary to start off with (their big and I’m a big scaredy-cat – I know, I know, I know… it’s embarrassing). Once I got over my fears, the session was both insightful and valuable to highlight personal and team growth opportunities.

There are many tough aspects to Sales and the act of selling within your business. We can become demotivated due to a lack of progress, continual rejection, and a confusion of how much time and resource should go into sales activities. This can be magnified when you are managing a team of people where Sales is a considerable part of their function within the business. So, how are we expected to keep pushing forward with a positive mindset and a high-energy approach!?!

Booking a hotel room throws up many different variables. I find it very difficult. Especially when you have never visited a holiday destination before. Recommendations from friends and using online social proof sites (Trip Advisor and the like) are the usual starting points. However, to make a final decision means making many calculations and assumptions with the perilous question of “what are we willing to compromise?” Then after some in-house power struggles, you throw-the-dice hoping for everything to work out well.

Good decision making does not come naturally to me. There, I said it! I admit it!!!

I am naturally a very emotive person, and particularly when I was younger I would allow emotions to cloud my judgement. The result would be poor decisions resulting in a loss of time, money, and opportunity. To make matters worse, my emotions and ego would then stick up for my poor decisions leading to defensive behaviours and justification. The justification didn’t change the result, nor did it make me feel better.

No matter what your business, it seems that the achievement of the big C – Consistency is the Holy Grail.

Consistency ensures that customer expectations are met no matter who they are, or when they use your services/product. This then creates brand loyalty and brand advocates to advertise your business for never ending growth. Sounds simple… right…?

Walking into a retail environment, whether it is a butcher, a salon, a shopping centre boutique, or a cafe, there are some sights I see which I know are hurting business results. I call these my “cringe-moments”. When I was a retail manager I swear that I would commonly have these moments every time I walked into my store. Now, there is an element of being the fun police here, and for that I apologise, well… just a little bit.

It is true what they say. Being a small business owner is a lonely existence. To offset this loneliness you can always take comfort that many other people in your network are going through the same thing. You can also gain support through the many business communities and on-line groups that exist.

I am about to give away one of my biggest go-to secrets in regard to how I work, how I present, and the basis for almost every sales strategy I have put in place. If you have ever heard me speak, or if you hear me in the future you will now be able to recognise this foundation tool that I use to great effect. It is the concept of “The Power of Three”.