In this episode of the Top Producer Podcast, I explore the power of asking better questions — and why questions are the true driver of professional selling.

While listening is essential, questions are “the other side of listening.” Top producers prepare for every conversation with thoughtful, purposeful questions designed to uncover priorities, clarify thinking, and deepen engagement.

In this episode of the Top Producer Podcast, I explore the letter “P” my The ABC of Professional Selling — Prospecting.

Prospecting (or business development) is the lifeblood of every successful professional. Whether you work for yourself or within an organisation, the ability to consistently generate new opportunities is essential for career growth, advancement, and long-term relevance. Today, everyone is responsible for bringing in revenue — not just a dedicated sales team.

In this episode of the Top Producer Podcast, I explore Observational Marketing—the “O” in The ABC of Professional Selling. The market is always speaking. Most professionals are just too busy talking to listen.

In this episode of the Top Producer Podcast, I explore the letter “N” from my book The ABC of Professional Selling—Niche: becoming someone special to a special group of people. I explain why specialists are chosen faster than generalists and why niche focus isn’t about putting all your eggs in one basket—it’s about clarity and competitive advantage

In this episode of the Top Producer Podcast, I unpack the real role of marketing in professional services and explain why it should do the heavy lifting before any sales conversation begins.

Marketing isn’t about pitching in meetings. It’s about shaping expectations, building familiarity, and opening doors long before a conversation ever takes place. Done well, marketing warms prospects, shortens sales cycles, and often prompts clients to reach out first.

In this episode of the Top Producer Podcast, I explore one of the most overlooked yet powerful skills in professional selling: listening. You’ll learn how genuine listening builds trust faster than persuasion, prevents deals from stalling, and helps clients feel understood — which is ultimately when decisions get made.

In this episode of The Top Producer Podcast, I explore why knowledge is a non-negotiable foundation of professional selling. I explain that confidence without knowledge is fragile, and that true selling authority comes from knowing enough to guide conversations calmly, clearly, and decisively.

In this episode of The Top Producer Podcast, I explore one of the most enduring principles in professional selling: integrity. I explain why integrity is not a “soft” concept, but a practical and powerful sales strategy—especially in complex, competitive markets. Integrity isn’t a slogan; it’s a discipline. When practiced consistently, it becomes an invisible advantage that attracts loyal clients, referrals, and long-term success.