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In this podcast we go into 5 powerful reasons you must KNOW YOUR NUMBERS to GROW A BACKBONE with your Business Sales.
Discover just how empowering it is to do this simple calculation using the Financial Model Calculator I outline in this podcast.
We also go back and listen to a key part of the Mark Jackson interview where he outlines how his father was the one to challenge him then change his whole business experience by doing the numbers and knowing the numbers.
Here are just some of the key points:
5 Powerful Reasons to Know Your Costs, Charge What You're Worth, and Stop Discounting
1. Profit Protection – Know if You're Winning or Losing If you don’t know your true costs and minimum charge-out rate, you’re flying blind. Every deal could unknowingly be losing you money. Knowing your margins means you can confidently say yes to profit and no to loss-making work.
"If you don’t measure it, you can’t manage it."
2. Strategic Pricing – Charge What You're Worth Understanding your cost structure helps you price intentionally, not emotionally. This allows you to move from being a price-taker to a value-maker. You stop undercharging and start positioning your offer with confidence and credibility.
"Cheap pricing often signals cheap value."
3. Discounting Destroys Profit (Fast!) A 10% discount might seem small, but it can wipe out 50% or more of your profit margin. Unless you dramatically increase your sales volume (which often doesn't happen), you’re simply working harder for less. Know your break-even point and protect your profits.
"Discounting is a silent profit killer."
4. Smarter Deal Decisions – Say NO When You Must When you know your costs and minimum charge-out rate, you can walk away from bad deals with confidence. Some clients or jobs cost more than they bring in. Your pricing clarity gives you the power to make better decisions and avoid draining your resources.
"Not all revenue is good revenue."
5. Build a Sustainable, Scalable Business A business built on random pricing and gut-feel discounts is not scalable. But when you have structured, strategic pricing based on real numbers, you build repeatable, profitable growth. This is the foundation for long-term sustainability and business success.
"Real businesses run on numbers, not guesswork."
Take Action:
Review and calculate your minimum charge-out rate.
Know your fixed and variable costs.
Stop discounting—start selling value.
Train your team to price confidently.
Build a business that grows with profit, not panic.
Need help with this? Call Leigh Farnell today to implement the CZ6 Sales and Business Growth System — your turnkey path to scalable, profitable business success.
ASK THE EXPERTS
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B2B Package - for B2B Sales Results Transformation
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Qualtrics XM Institute in a study of over 28,000 people across 26 countries concluded that $3.7 Trillion in Global Sales were lost last year due to bad customer experiences.
Qualtrics estimates that $74 billion was lost in Australia due to poor customer service.
According to Moira Dorsey, Principal XM Catalyst at the Qualtrics XM Institute, "All it takes is one bad experience or wrong move for an organisation to be punished...that's why in 2024 companies need to be more careful than ever not to mistreat customers."
Graham Harvey is a straight talker who has a passion to stop this.
This is what he says about himself in his LinkedIn profile.
'I work with service leaders and their teams, coaching & empowering them to design & develop cultures of service excellence that deliver standout results across their entire business organisation, especially for their customers.
If you want someone to make you feel warm and fuzzy, to insulate you from the harsh realities of modern business, and let you pretend that ‘business-as-usual’ will get you safely to where it is you wish to go, then there are others you should probably call.
However, suppose you want someone with the courage and experience to ask the tough questions, to help you identify and confront reality head-on, to provoke and challenge your current thinking, attitude and behaviours, and to leave you with time-proven, research-based strategies to achieve higher levels of performance that will deliver exceptional results and blow your competition out of the water. In that case, you have come to the right place.'IN THIS PODCAST, GRAHAM AND I DISCUSS
His background in business and how he found his passion in coaching customer-facing businesses. How to optimise the human connection in business to grow sales, grow staff and customer engagement and grow customer retention, repeat business and referrals His values and why he uses values as critical business tools in his coaching How and why design and deliver standout customer experiences to delight customers - every time The secret to blowing your competition out of the water How and why culture is the foundation stone to outstanding customer experiences The key milestones and decisions he has made throughout his life and career that have shaped his thinking and his coaching in today's market What to ask your customer to transform your business results The Power of the 7 clients a day Program How he loves the power and impact of his Design - Deliver - Delight Program .. and much moreContact Graham - [email protected]
0403 262 988Want me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation Free Lead Your Best Life Strategy SessionSchedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy Meeting
Limited spaces available.
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B2B Package - for B2B Sales Results Transformation
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Retail Package - for Retail Sales Results Transformation
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Saknas det avsnitt?
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As a parent, teacher, coach, manager, mentor, leader, and human being - you need to know that the words you use and the questions you ask yourself and others makes ALL the difference.
Here are 10 Disempowering Questions and 10 Empowering Questions you should know about and insert or delete from your communication.
10 Disempowering Questions (That Weaken Confidence and Engagement) Do you understand? – (Yes/No answer, doesn’t check actual comprehension.) Why don’t you get this? – (Blames the learner instead of guiding them.) What’s wrong with you? – (Shames the person rather than supporting growth.) Haven’t I already explained this? – (Dismisses the need for further clarification.) Why are you struggling so much? – (Focuses on the problem, not the solution.) Do you even care about this? – (Questions motivation instead of inspiring it.) Why can’t you be more like [someone else]? – (This creates comparison and discouragement.) Are you sure you can handle this? – (Implies doubt about their capability.) What made you mess this up? – (Focuses on failure rather than improvement.) Is that really the best you can do? – (Undermines effort instead of encouraging progress.) 10 Empowering Questions (That Inspire Growth and Confidence) What’s one key takeaway from this? – (Encourages reflection and comprehension.) How would you explain this concept in your own words? – (Checks true understanding.) What’s working well for you so far? – (Build confidence by focusing on strengths.) What’s one thing you could do differently next time? – (Encourages learning from experience.) How do you see yourself applying this in real life? – (Connects learning to action.) What support or resources would help you succeed? – (Promotes problem-solving and self-advocacy.) What’s an example from your own experience that relates to this? – (This makes learning personal and relevant.) If there were no limitations, what would you try? – (Encourages creative thinking and risk-taking.) What’s the next step you can take to improve? – (Keeps the focus on progress.) What did you learn about yourself in this process? – (Encourages self-awareness and growth.)Want me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation Free Lead Your Best Life Strategy Session
Schedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy MeetingLimited spaces available.
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B2B Package - for B2B Sales Results Transformation
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In this Communication for Success - Part One, I discuss one of the dumbest questions you can ask as a Coach, Leader, Manager, Teacher or Parent.
5 Reasons Why Asking 'Do You Understand?' Can Be a Really, Really Dumb Question
#1 - It Puts People on the Spot – It can make the other person feel uncomfortable or defensive, especially if they don't understand but don't want to admit it. #2 - It’s Too Binary – The question only allows for a yes or no answer, without giving insight into what they actually understand or don't. #3 - It Assumes Clarity Is the Listener's Responsibility – It subtly shifts the blame onto the listener rather than the speaker for any lack of clarity. #4 - It Doesn't Check for Real Understanding – Someone can say "yes" just to move the conversation along, even if they haven't fully grasped the point. #5 - It Misses the Chance to Engage – A better approach is to ask, "What are your thoughts on that?" or "How would you explain that back to me?" which encourages dialogue and checks understanding without judgment.Click here for the full article -
Want me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation Free Lead Your Best Life Strategy Session
Schedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy MeetingLimited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
Retail Package - for Retail Sales Results Transformation
https://book.colourzonesellingsystem.com/retail_offer1
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To lead your best life, you will need life-changing experiences.
Pete Carbone has a great life-changing story.
In this podcast, discover how a 25-year-old handyman goes to Peru and undergoes an experience that changes his life.
Discover the science and the benefits of hot/cold Contrast Therapy.
Pete Carbone has literally built Reclab with his own hands..
From the shell of a building to an incredible facility that enriches and changes lives every hour of every day.
Perth's first fully dedicated recovery centre Reclab Wembley, is Perth’s premier recovery and wellness centre.
Created specifically for your mind and body, the new Reclab is where Vitality, Recovery and Community come together in one truly unique experience.
Reclab is pioneering a new level of holistic wellness backed by centuries of practice.
You’ll experience hot and cold plunge pools, a Finnish sauna, a steam room, compression boots, IV drips and so much more.
Centrally located in Wembley, Reclab is just 5 minutes from the CBD, 2 minutes off the freeway, and 5 minutes from the beach.
Do yourself an incredible favour - book a session now.
Check out Reclab at https://www.reclab.com.au/
Use the Discount Code - LFBB10 for 10% off a casual contrast
I cannot recommend Reclab enough as part of your Leading Your Best Life Program.
ABOUT OUR CHANNEL
When you want simple, easy but powerful micro steps - small steps you do each day to transform your Life, Your Career Advancement or your Business Growth and results..
We have 40 years experience working with over 400 different companies from 47 different industries.
Our Award winning coaching, learning and empowerment programmes are not just about online learning - we help you implement and embed smarter systems and solutions into your life, career and business.
Most projects start with a speaking engagement at your Leadership or Sales Retreat or conference.
Find out more at www.leighfarnell.com or book a 15 minute free exploratory coaching meeting https://calendly.com/lfbb/exploratory-meeting-15mins
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Heroes come in all shapes and sizes and ages and genders..
On the last weekend in February each year over 2000 heroes take to the water in Perth, Western Australia to swim the 19.7 kilometers from Cottesloe Beach to Rottnest Island.
Highly regarded worldwide and one of Western Australia’s iconic events, the South32 Rottnest Channel Swim is a 19.7km open water swim from Cottesloe Beach (Mudurup) to Rottnest Island (Wadjemup).
The Rottnest Channel Swim is not only a challenge in fitness, mental toughness and ability – but a challenge in managing your mind as well.
In this podcast I share just some of the stories of people I know in my Podsquad North Cottesloe swimming group who did incredible things to discover just how much resilience, how much stamina, how much courage and how much tenacity they really had.
It was a magical day with incredible stories coming out of it.
It made me think of David Bowie's wonderful song - Heroes.
"I, I wish you could swim Like the dolphins, like dolphins can swim Though nothing, nothing will keep us together We can beat them, for ever and ever Oh we can be Heroes, just for one day" Listen and be inspired. Take action yourself to set a goal - to act - belong and commit to living your best life. #swimming #swimforempowerment #PodSquadWant me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation Free Lead Your Best Life Strategy Session
Schedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy Meeting
Limited spaces available.
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What can you learn when you sit down with an 8 times Olympian?
A person who has captained his country - Australia - at 3 Olympics and Coached his country - Australia - at 4 Olympics..
At age 83 we sit down with a true legend of Australian sport to ask in depth, specific, 'how to produce a champion?' questions.
Whether you play water polo or not you will want to listen to this podcast.
How to Lead Your Best Life to Produce a Champion..
This is a podcast for every player, coach, parent, Water Polo Club administrator and National Water Polo Boards..
If you are serious about creating an Ecosystem of Water Polo Excellence for your Club, your team, your family, Your Nation.. you will listen, take notes, absorb and take daily action on what Tom recommends in this powerful, insightful interview.
From a water polo legend.. directly to you..
Tom Hoad AM was inducted into the Sport Australia Hall of Fame in 2021 as a General Member for his contribution to the sport of water polo through administration and coaching.
Now at age 83 (84 this March 22nd) Tom Hoad’s contribution to water polo was so deeply ingrained that he was fittingly bestowed with the nickname ‘Mr Water Polo’.
His extraordinary service to the sport as a player, team leader, coach and long-time administrator spanned six decades.
As a player and coach, he represented Australia at eight Olympic Games.
He was selected for four Olympics (Rome 1960, Tokyo 1964, Mexico City 1968 and Munich 1972) including three as captain, while he was coach of the Australian Olympics team at four Games (Montreal 1976, Moscow 1980, Los Angeles 1984 and Seoul 1988).
While Hoad’s contribution to water polo as a competitor and coach was considerable, his work as an administrator and advocate for athletes across numerous sports proved every bit as ground-breaking and influential.
This included his role as chairman of five international events, including two highly-successful World Swimming Championships held in Perth in 1991 and 1998, and his elevation as a member of the Order of Australia (AM) for services to “sport, particularly water polo” in 1994.
In this podcast we delve deep into:
The mind of a champion Deliberate practice Attack strategies Defence strategies Mental rehearsal Shooting Daily Habits and practice Water polo history Coaching .. and much more Get your pens out and make notes..Want me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation Free Lead Your Best Life Strategy SessionSchedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy Meeting
Limited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
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https://book.colourzonesellingsystem.com/retail_offer1
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To lead your best life you need to pay great attention to the stories you tell yourself and other people.
As a leader, parent, coach, school teacher, salesperson, manager you really should harness the power of structured storytelling.
In this podcast, we share 6 powerful insights and strategies to help you improve your communication and your impact in the business wolrd.
Listen. Make notes. Practice. See the results.
Want me to Coach You Lead Your Best Business - Lead Your Best Life?
Book an Obligation-Free Lead Your Best Life Strategy Session
Schedule a free Lead Your Best Business - Lead Your Best Life Coaching call here now: 15-Minute Strategy MeetingLimited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
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https://book.colourzonesellingsystem.com/retail_offer1
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What makes a great relationship?
What do you look for in a healthy relationship vs an unhealthy relationship?
In this podcast I take some great data provided by White Ribbon Australia to help you and I get an understanding of early warning signs and healthy signs to look for in relationships.
This is what White Ribbon Australia wrote about these resources -
'Last year when we created a resource highlighting some of the red flags of coercive control, we had comments asking us about green flags. Green flags in relationships are the signs that your relationship is heathy and built on a foundation of respect. These are just some of our hashtag#greenflags for healthy relationships.
If you want a refresher on the red flags of coercive control, you can read our resource at https://lnkd.in/ghvJ7jDzIf only we were taught these pointers from our schools, families and ecosystems..
To lead your best life you need to know how to read the signs of a healthy vs unhealthy relationship.
If you are a people pleaser or Mr Nice Guy you can easily be a 'mark' for a toxic relationship.
Take responsibility to curate your relationships.
Here are some very powerful guideposts to help you do just that.
Want me to Coach You?
Book an Obligation Free Strategy Session
Schedule a free call here now: 15-Minute Strategy MeetingLimited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
Retail Package - for Retail Sales Results Transformation
https://book.colourzonesellingsystem.com/retail_offer1
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In this podcast we break down Donald Trump's negotiation style, patterns and tactics so that you can learn from them and apply them - if you want to.
Donald Trump's negotiation style, particularly in trade deals like those involving tariffs with Canada, Mexico, and China, follows a few consistent patterns. Here are five key tactics he repeatedly employs:
1. Maximum Leverage & Escalation Trump often starts negotiations by applying maximum pressure—such as imposing tariffs—forcing the other party to respond. He escalates tensions to create a sense of urgency, making the other side feel they must concede to avoid further damage. 2. Unpredictability & Chaos Strategy He thrives on keeping opponents off balance by making bold, sometimes contradictory statements. This unpredictability forces the other side to second-guess his next move, giving him an advantage in setting the terms of the deal. 3. Anchoring with Extreme Demands Trump frequently sets the initial terms at an extreme position (e.g., high tariffs, threats to withdraw from trade agreements) so that any compromise appears like a concession from him, even if it was his intended outcome all along. 4. Reframing the Narrative (Winning & Losing) He frames deals as a zero-sum game where America must "win" and the other side must "lose." By controlling the narrative and appealing to patriotism, he builds public support and pressures opponents into conceding. 5. Walking Away & Testing Resolve He is willing to walk away or delay agreements to test the other side’s desperation. If the opponent shows signs of needing a deal more than he does, he capitalizes on that weakness to extract better terms.Want me to Coach You?
Book an Obligation Free Strategy Session
Schedule a free call here now: 15-Minute Strategy MeetingLimited spaces available.
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B2B Package - for B2B Sales Results Transformation
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https://book.colourzonesellingsystem.com/retail_offer1
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In this podcast we reveal a super powerful system to increase your productivity and mental clarity.
You can use this Big 3 System in your business and your personal life to optimise clarity and performance.
Want me to Coach You?
Book an Obligation Free Strategy Session
Schedule a free call here now: 15-Minute Strategy MeetingLimited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
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https://book.colourzonesellingsystem.com/retail_offer1
👏 Transform Your Business & Life Today!
Ready to unlock a 46% improvement in results or add $1M to your revenue this year? We’ve got proven systems, tools, and coaching to make it happen—guaranteed!🚀 Take Action Now:
1️⃣ Join the Growth Challenge
Be one of 3 leaders this month to take up our Million Dollar Growth Challenge. Apply now and book your free 15-minute strategy call: Growth Challenge Application2️⃣ Free Tools & Resources
Access free e-books, guides, and resources to grow your business and lead your best life. Visit: www.leighfarnell.com3️⃣ Book Your Free Strategy Session
Let’s create a roadmap for your success! Schedule your free call: 15-Minute Strategy Meeting4️⃣ Download the A to Z Growth Guide
Get your free guide to business and personal growth here: Download Now5️⃣ Read ‘Relate and Grow Rich’
Discover strategies for success in business and life. Get the Book💡 Let’s Make It Happen!
🔗 Connect & Explore More
🌐 www.leighfarnell.com | 🌐 www.pdc-growth.com
🎯 Hashtags to Grow With:
#BusinessGrowth #SalesSuccess #InnovationStrategy #SmallBusinessTips #BusinessCoaching #SalesTraining #LeadYourBestLife #MillionDollarChallenge #BusinessTransformation #LeighFarnell
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In this podcast we discuss the importance of nurturing Internal Sales Champions for your B2B Sales Business.
If you sell B2B you need to be nurturing relationships with a network of internal Sales Champions - Sales Ambassadors to lubricate the hinges and nurture internal relationships.
See how the R Factor can be used in your business or organisation to give you and your company a competitive edge.
Want me to Coach You?
Book an Obligation Free Strategy Session
Schedule a free call here now: 15-Minute Strategy Meeting
Limited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
Retail Package - for Retail Sales Results Transformation
https://book.colourzonesellingsystem.com/retail_offer1
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Here is the one thing that separates successful sales people from the average and poor performers.
Questions.
How to use Questions strategically..
How to use Questions that focus on different time zones for different reasons.
Past Focussed Questions Present Focussed Questions Future Focussed QuestionsIn this podcast we show you how different questions are used for different purposes within the CZ6 Colour Zone Selling System.
Listen and learn.
Want me to Coach You?
Book an Obligation Free Strategy SessionSchedule a free call here now: 15-Minute Strategy Meeting
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Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
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https://book.colourzonesellingsystem.com/retail_offer1
🎯 Hashtags to Grow With:
#BusinessGrowth #SalesSuccess #InnovationStrategy #SmallBusinessTips #BusinessCoaching #SalesTraining #LeadYourBestLife #MillionDollarChallenge #BusinessTransformation #LeighFarnell
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In this podcast, Bryn Edwards shares ideas and insights into cleaning up your inner world and organisational psychology to clean up teams and business interpersonal dynamics.
About Bryn Edwards - from his LinkedIn Profile I am super fortunate to work in the dynamic field of organisational and cultural psychology, solving problems at the intersection of culture, team performance, and individual mental and emotional health.
This is one of the most critical and leading-edge areas today, tackling some of the most intricate and interconnected issues facing business leaders, managers, and individuals.
Combining a 15+ year consulting career managing complex business, industry-level, and community projects, with extensive study and research, I've developed a very practical working knowledge of:
- How cultures influence us and operate
- The unseen dynamics shaping team performance
- Human functioning, unconscious patterns, and the deeper drivers that shape our decisions and actions
This expertise enables me to:
- Clean up toxic cultures to create supportive, dynamic environments that drive organisational performance and operate harmoniously, attracting others
- Facilitate individuals' journey from mental and emotional frailty to robust resilience and existential strength
While each client’s journey is unique, key starting points for individuals or organisations are typically:
• Developing Cultural Intelligence (CQ) for leaders and managers
• Measuring the underlying dynamics shaping organisational and team culture
• Facilitating resilient practices among employees, navigating emotional landscapes
• Transforming destructive patterns and overcoming impacts of trauma and abuse I consult, facilitate, and speak at public events, breaking this field into simple concepts for all to access.
Contact Bryn Edwards at - https://wisdominyourlife.com.au/
Bryn’s Profile linkedin.com/in/bryn-edwards-29a906
Want me to Coach You to Lead Your Best Life?
Book an Obligation F^ee Strategy Session
Schedule a free call here now: 15-Minute Strategy MeetingLimited spaces available.
Want access to powerful online Coaching Resources?
B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
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https://book.colourzonesellingsystem.com/retail_offer1
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In this podcast I learn from Laura - one of my swimming buddies - about how she and her partner grow and maintain a wonderful, loving relationship.
I told one of my good mates about Laura's tips and he said 'I think I have heard this about 40 years too late..'
Have a listen and see for yourself.
Here are some of the key points
Here are 5 tips to build happy, harmonious, and loving relationships:
1. Communicate Openly and Honestly Share your thoughts, feelings, and needs without fear of judgment. Practice active listening: focus fully on your partner's words, validate their emotions, and avoid interrupting.Action Tip: Schedule regular check-ins to discuss your relationship, celebrate successes, and address any issues constructively.
2. Practice Empathy and Understanding Put yourself in your partner's shoes to better understand their perspective. Acknowledge their emotions and offer support even if you don’t fully agree.Action Tip: Use phrases like "I hear you" or "I understand how you feel" to show compassion.
3. Prioritize Quality Time Together Make time for shared activities and moments that strengthen your bond. Limit distractions (e.g., phones) to focus entirely on each other.Action Tip: Create a weekly ritual, like a date night or a walk, to reconnect and enjoy each other's company.
4. Show Appreciation and Gratitude Express love and gratitude regularly for the big and small things. Avoid taking your partner for granted; notice and acknowledge their efforts.Action Tip: Write a thank-you note or verbally express appreciation for something specific they’ve done.
5. Embrace Growth and Forgiveness Accept that no one is perfect, and mistakes are part of growth. Forgive each other and focus on solutions rather than blame.Action Tip: When conflicts arise, address them calmly, apologize sincerely, and move forward together.
Want me to Coach You?
Book an Obligation Free Strategy Session
Schedule a free call here now: 15-Minute Strategy MeetingLimited spaces available.
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B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
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Summary: "10 Powerful Tips for Negotiating and Closing Bigger B2B Deals"
Want me to Coach You?
Book an Obligation Free Strategy Session
Schedule a free call here now: 15-Minute Strategy Meeting
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B2B Package - for B2B Sales Results Transformation
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Summary of this podcast for you..[00:00 - 02:30]
Negotiation is the most lucrative skill in B2B sales and professional services. Importance of having a strategy to avoid leaving money on the table. Key audience: business coaches, consultants, accountants, lawyers, engineers, and other B2B service providers. Chapter 1: Know Your Value[02:31 - 05:00]
Understand and articulate your tangible outcomes (e.g., increased revenue, productivity). Use monetized testimonials and case studies to build credibility. Pre-position yourself by showcasing your value before meetings. Chapter 2: Research Market Rates[05:01 - 07:00]
Know the standard rates in your industry. Position yourself competitively—aim to be premium, not the cheapest. Chapter 3: Tailor Your Offering[07:01 - 10:00]
Customize proposals to address client-specific challenges and goals. Use the POMVIC process to uncover problems, objectives, metrics, and value. Chapter 4: Anchor High[10:01 - 12:30]
Start negotiations with a higher fee to leave room for concessions. Frame high fees by explaining the value and ROI behind them. Chapter 5: Focus on ROI, Not Cost[12:31 - 15:00]
Shift the conversation from cost to return on investment (ROI). Use specific metrics to frame your services as a high-value investment. Chapter 6: Package Your Services[15:01 - 18:00]
Offer tiered packages (e.g., basic, premium, VIP) to provide options. Highlight added value in higher-tier packages and create upsell opportunities. Chapter 7: Set Non-Negotiables[18:01 - 20:30]
Define and stick to your minimum acceptable rate. Avoid undervaluing yourself or working with clients who don't align with your standards. Chapter 8: Leverage Social Proof[20:31 - 23:00]
Use overwhelming, monetized proof to build confidence in your value. Share success stories, testimonials, and client outcomes. Chapter 9: Be Willing to Walk Away[23:01 - 25:00]
Know when to step back if a client isn’t willing to meet your value. Walking away reinforces your confidence and positions you as a premium provider. Chapter 10: Negotiate for More Than Money[25:01 - 28:00]
If fees are a sticking point, negotiate for testimonials, referrals, or longer-term commitments. Create win-win situations that add non-monetary value. Conclusion & Call to Action[28:01 - End]
Recap of the 10 tips. Emphasize the potential for tripling sales and increasing profit margins with the CZ6 system. Invitation to join a coaching program designed to transform sales performance. -
Here is a short podcast with powerful, money making tips.
If you are asking for money get your pen and paper out to make notes.
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Schedule your free call: 15-Minute Strategy Meeting
Introduction[0:00]
Leigh Farnell introduces the episode: "Negotiation and Money." Emphasizes the importance of negotiation and financial skills for leading a great life. Inspired by a morning conversation about securing funding for a community project. Key Context[1:00]
A friend is seeking funding from a local government for a community project. Importance of preparation before meetings: Building relationships. Understanding the council's criteria and priorities. Researching public plans or statements. Negotiation Principles[2:30]
Ask for More Than You Want:
Don’t settle for $2,000; aim for $10,000 to leave room for negotiation. Reference to "argy-bargy" (negotiation dance).Stack the Benefits:
Provide 5 compelling reasons for your request. Example: Use the "Bob Hawke approach" of having 5 clear points.Give Decision-Makers Room to Feel They’ve Won:
Let them believe they saved money or got a good deal. Five Tips for Effective Negotiation[5:00]
Understand Their Priorities:
Research objectives, criteria, and past grants. Use their language and highlight how your project aligns with their goals.Prepare a Compelling Value Proposition:
Clearly articulate the benefits and impact of your proposal. Link benefits to their goals (e.g., job creation, tourism, leadership).Showcase Tangible Outcomes:
Use data, case studies, testimonials, and visuals. Highlight measurable impacts and your proven track record.Build Relationships and Leverage Influence:
Develop rapport with decision-makers before formal negotiations. Use endorsements from respected community figures.Be Flexible but Firm on Key Points:
Know your minimum requirements and be open to alternatives (e.g., partial funding). Practical Application[10:00]
Anecdotes about helping friends and relatives negotiate:
A friend securing funding for a community project. A relative negotiating a higher salary.Reinforces the idea that small changes in negotiation strategy can lead to significant financial gains.
Final Takeaways[15:00]
Negotiation is both logical and emotional. People operate on the "WII FM" principle ("What’s in it for me?"). Training and practice are important to improve negotiation skills. Call to Action[18:00]
Encourages listeners to explore the CZ6 Sales System for better negotiation and sales results. Testimonials about the system’s success in boosting sales by up to 50%. Promotes joining the program to transform results in as little as 14 days.FIND OUT MORE HERE
B2B Package - for B2B Sales Results Transformation
https://book.colourzonesellingsystem.com/b2b_sales
Retail Package - for Retail Sales Results Transformation
https://book.colourzonesellingsystem.com/retail_offer1
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This podcast summarises some very powerful Business Growth Maths you can apply tomorrow to change the direction of your profits and financial future.
In this podcast we discuss the exponential power of improving your:
😀 Lead generation
😀 Conversion Rate
😀 Average Transaction value
😀 Frequency of Purchase
😀 Lifetime Value of your clients
😀 We discuss how you make all this happen quickly and easily.
Find out more or book a call to discuss NOW..
👏 Transform Your Business & Life Today!
Ready to unlock a 46% improvement in results or add $1M to your revenue this year? We’ve got proven systems, tools, and coaching to make it happen—guaranteed!🚀 Take Action Now:
1️⃣ Join the Growth Challenge
Be one of 3 leaders this month to take up our Million Dollar Growth Challenge. Apply now and book your free 15-minute strategy call: Growth Challenge Application2️⃣ Free Tools & Resources
Access free e-books, guides, and resources to grow your business and lead your best life. Visit: www.leighfarnell.com3️⃣ Book Your Free Strategy Session
Let’s create a roadmap for your success! Schedule your free call: 15-Minute Strategy Meeting4️⃣ Download the A to Z Growth Guide
Get your free guide to business and personal growth here: Download Now5️⃣ Read ‘Relate and Grow Rich’
Discover strategies for success in business and life. Get the Book💡 Let’s Make It Happen!
🔗 Connect & Explore More
🌐 www.leighfarnell.com | 🌐 www.pdc-growth.com
🎯 Hashtags to Grow With:
#BusinessGrowth #SalesSuccess #InnovationStrategy #SmallBusinessTips #BusinessCoaching #SalesTraining #LeadYourBestLife #MillionDollarChallenge #BusinessTransformation #LeighFarnell
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If you're looking for insights into how to lead other people to greatness... or lead yourself to discover your true purpose and realise your own business and life potential, you need to go no further than delve into the life, the thinking, and the explorations of Sir Ernest Shackelton and this wonderful book - Shackleton's Way.
In this podcast, I give you just a taste of the inspiration and the strategies of Shackleton as researched and beautifully written by Margot Morrell and Stephanie Capparell.
Here are three inspiring leadership quotes attributed to Sir Ernest Shackleton:
"Difficulties are just things to overcome, after all."
This embodies Shackleton's unwavering determination and resilience in the face of adversity."A man must shape himself to a new mark directly the old one goes to ground."
A reminder of the importance of adaptability and recalibration in leadership."Superhuman effort isn’t worth a damn unless it achieves results."
A practical insight into focusing energy and effort on outcomes that truly matter.These quotes reflect Shackleton's exceptional ability to inspire and lead under extreme circumstances.
👏 Transform Your Business & Life Today!
Ready to unlock a 46% improvement in results or add $1M to your revenue this year? We’ve got proven systems, tools, and coaching to make it happen—guaranteed!🚀 Take Action Now:
1️⃣ Join the Growth Challenge
Be one of 3 leaders this month to take up our Million Dollar Growth Challenge. Apply now and book your free 15-minute strategy call: Growth Challenge Application2️⃣ Free Tools & Resources
Access free e-books, guides, and resources to grow your business and lead your best life. Visit: www.leighfarnell.com3️⃣ Book Your Free Strategy Session
Let’s create a roadmap for your success! Schedule your free call: 15-Minute Strategy Meeting4️⃣ Download the A to Z Growth Guide
Get your free guide to business and personal growth here: Download Now5️⃣ Read ‘Relate and Grow Rich’
Discover strategies for success in business and life. Get the Book💡 Let’s Make It Happen!
🔗 Connect & Explore More
🌐 www.leighfarnell.com | 🌐 www.pdc-growth.com
🎯 Hashtags to Grow With:
#BusinessGrowth #SalesSuccess #InnovationStrategy #SmallBusinessTips #BusinessCoaching #SalesTraining #LeadYourBestLife #MillionDollarChallenge #BusinessTransformation #LeighFarnell
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This is what Wikipedia says about Andy Donaldson:
Andrew Donaldson (born 10 February 1991 in Irvine, Scotland) is a Scottish-Australian marathon swimmer, motivational speaker, and mental health advocate.
Donaldson is a three-time world record holder,[1] most notably for the fastest time to complete the Oceans Seven marathon swim challenge.[1]
On 19 September 2024, he broke the world record for the Manhattan Island Swim, completing the 45.9 km course in 5 hours, 41 minutes and 48 seconds.[2]
He also holds the fastest swim across the Cook Strait - the waters between New Zealand's North and South Islands.[3][4][5]
Andrew was voted Man of the Year and Performance of the Year in the World Open Water Swimming Association awards for 2023.[6]
In this podcast we go deep inside the mind, the motivation, the passion and the drive of Andy Donaldson.
Be inspired. Learn.
Get Moving.
Summary
The Ocean Seven challenge
@ 4:19 Inspired by his Rottnest Channel success, Andrew set an ambitious goal to complete the Ocean Seven, a challenge to swim the world's 7 toughest open water channels, all within a single year.
This required extensive planning, a dedicated support team, and significant fundraising, as each swim cost around $10,000. Despite facing many logistical and physical challenges, Andrew was able to complete all 7 swims in the target timeframe, setting a new world record.
Lessons learned from the Ocean Seven
@ 24:08 Each of the Ocean Seven swims taught Andrew valuable lessons that applied to life beyond swimming.
Key lessons included the importance of a strong support team, being adaptable in the face of adversity, not getting caught up in external noise or doubts, and focusing on what he could control rather than worrying about uncontrollable factors.
Contact Andy at -
Facebook https://www.facebook.com/andy.donaldson.50
Instagram https://www.instagram.com/andy.swimming/?hl=en
ABOUT OUR CHANNEL
When you want simple, easy but powerful micro steps - small steps you do each day to transform your Life, Career Advancement or your Business Growth and results..
We have 40 years of experience working with over 400 different companies from 47 different industries.
Our Award winning coaching, learning and empowerment programmes are not just about online learning - we help you implement and embed smarter systems and solutions into your life, career and business.
Most projects start with a speaking engagement at your Leadership or Sales Retreat or conference.
Find out more at www.leighfarnell.com or book a 15-minute free exploratory coaching meeting https://calendly.com/lfbb/exploratory-meeting-15mins
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