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  • How to Audit Your Spending After 60 and Fund Adventure

    How to audit your spending after 60 and fund adventure


    🟨 Wednesday Finance Conversation #2: How to Audit Your Spending After 60 and Fund Adventure

    Now moving into the seventh month of Ropho, last week’s conversation about the lifestyle gap – the difference between the retirement we imagined and the one our pension alone may provide – reminded me why I started this website in the first place.

    It was never meant to be a place where I simply handed out advice. There are already plenty of excellent websites that explain pensions, investments and tax planning.

    My ambition was slightly different.

    I wanted to create a platform where people over 60 could talk openly about the subjects that really matter.

    To debate ideas, share experiences and sometimes even disagree respectfully.

    Conversations that aren’t always easy to have, but become much easier when people realise they aren’t facing them alone.

    Last week’s finance conversation, together with our earlier discussion about blended families, wills and trusts, generated some of the most thoughtful comments we’ve ever received.

    Reading through them taught me something.

    Although our circumstances are all different, most of us want exactly the same thing. We want to enjoy our sixties and seventies while we’re healthy enough to do so. Some of us dream of travelling. Others want to help grandchildren through university. Some simply want the reassurance of knowing they have enough money to sleep well at night.

    There isn’t a right answer, there are simply different priorities.

    One thing did become obvious, though.

    Many of you weren’t worried about running out of money.

    You simply wanted to make smarter decisions with the money you already have.

    As many of you know, when I write my Monday Business Conversations, I can speak with absolute confidence. After more than forty years working with businesses, I’ve seen what works – and perhaps more importantly – what doesn’t.

    These Wednesday and Weekend conversations are a little different.

    Here, I’m simply sharing my own experiences and opinions, hoping they resonate with you. In fact, researching these finance conversations has made me look at my own finances differently.

    More than once I’ve caught myself thinking, “I tell my business clients to review this every year, when was the last time I reviewed my own?”

    Which brings us neatly to this week’s conversation.


    The Adventure Fund Audit

    When most people hear the words “budget” or “review your spending,” they immediately think about giving things up.

    No more restaurant meals.

    No more spontaneous weekends away.

    Swap the coffee shop for instant coffee.

    If that’s what you think this conversation is about, let me put your mind at rest.

    We’re not doing that here.

    By the time we reach our sixties, most of us have worked far too hard to spend the next twenty or thirty years counting pennies.

    You deserve to enjoy your favourite restaurants, travel when the opportunity arises and enjoy the rewards of everything you’ve spent a lifetime building.

    But there is a huge difference between spending money on things that genuinely improve your life and allowing money to quietly disappear every month without even noticing.

    This week’s challenge is something I call The Adventure Fund Audit.

    The aim isn’t to spend less.

    It’s to spend more intentionally.


    1. The Low-Hanging Fruit – Finding the Silent Leaks

    Before looking for extra income, let’s stop the unnecessary leaks.

    These are usually the easiest wins.

    The Lazy Cash Trap

    One question worth asking is this.

    Is your savings account actually working for you?

    Many people still have money sitting in current accounts or older savings accounts earning very little interest.

    In business we’d probably describe this as idle capital.

    At home it’s simply money that could be working harder.

    Moving accessible savings into a competitive Cash ISA or higher-interest savings account could generate hundreds of pounds each year without taking any additional risk.

    That’s a weekend away simply from moving your money to a better home.

    Subscription Creep

    Take a look through your bank statements over the last three months.

    Streaming services.

    Apps.

    Magazine subscriptions.

    Gym memberships.

    How many are you genuinely using?

    Cancelling just two £15 monthly subscriptions releases £360 every year.

    That’s money you probably won’t even miss.

    The Loyalty Tax

    Insurance companies, broadband providers and utility suppliers know that many of us simply allow policies to renew automatically.

    An hour comparing prices could save several hundred pounds annually.

    Loyalty is admirable.

    Paying more than necessary isn’t.


    2. The Pension Treasure Hunt

    This could be the most rewarding part of today’s audit.

    Most of us have changed employers several times throughout our working lives.

    Every move often meant joining another workplace pension scheme.

    Then life happened.

    We moved house.

    Companies changed names.

    Paperwork disappeared.

    Those pension pots were forgotten.

    Today, billions of pounds remain sitting in lost or unclaimed pension accounts across the UK.

    Some may only contain a few thousand pounds.

    Others considerably more.

    Why Small Pension Pots Matter

    Finding a forgotten £5,000 pension won’t transform your retirement overnight.

    But it could pay for the holiday you’ve always promised yourselves.

    Help a grandchild.

    Provide an emergency fund.

    Or simply give you more financial confidence.

    Sometimes it’s the unexpected discoveries that make the biggest difference.

    Where Do You Start?

    The Government’s free Pension Tracing Service helps people locate workplace pension schemes linked to previous employers.

    You don’t need account numbers.

    Often just remembering where you’ve worked is enough to begin the search.

    Once you’ve found them, you can decide whether consolidating those pensions or discussing your options with Pension Wise or an independent financial adviser is appropriate for your circumstances.


    3. The Joy Versus Cost Test

    Once you’ve stopped the leaks, it’s time to look at your everyday spending.

    Rather than asking,

    “Can I afford this?”

    Try asking,

    “Does this genuinely improve my life?”

    If Friday night at your favourite Italian restaurant brings happiness every week…

    Keep doing it.

    That’s money well spent.

    On the other hand, I know from experience how easy it is to spend money on takeaway coffees and convenience food when I’m travelling to see business clients.

    Those little purchases don’t feel expensive individually.

    Over twelve months they soon add up.

    It’s not about restricting yourself.

    It’s about making sure your money reflects what’s actually important to you.


    Your Adventure Fund Challenge

    This week I’d encourage you to spend one evening doing three simple things.

    ✅ Review your last three months of bank statements and highlight recurring payments you no longer value.

    ✅ Write down every employer you’ve worked for and check whether you’ve left behind any forgotten pension pots.

    ✅ Add together everything you’ve saved or discovered.

    That figure becomes your personal Adventure Fund.

    You might be amazed how much money has been quietly hiding in plain sight.


    Ropho Reflection

    One thing this series has taught me is that financial planning isn’t really about money.

    It’s about choices.

    Every pound we save from waste is another pound we can spend on experiences, family, travel or simply enjoying life with fewer worries.

    For me, that’s what retirement planning should always be about.


    Coffee Break Question ☕

    Have you ever discovered money you didn’t realise you had?

    Perhaps an old savings account, Premium Bonds, a forgotten pension or simply money you’d been wasting every month without noticing.

    I’d genuinely love to hear your stories because, as Ropho continues to grow, it’s becoming increasingly clear that we learn just as much from each other as we do from any expert.


    Next Wednesday…

    The Waiting Game: Could Delaying Your Pension Actually Leave You Better Off?

    We’ll look at when waiting can make financial sense, when it doesn’t, and I’ll also share some of the excellent suggestions many of you have already contributed.

  • 🟦 Business After 60 Conversation

    Business After 60, Getting the right meeting. The most overlooked skill in B2B sales.

    Getting the Right Meeting: The Most Overlooked Skill in B2B Sales

    In last week’s article, I explained why the “gift of the gab” isn’t what makes a great salesperson.

    Today, I’d like to challenge another common misconception.

    One thing that has always surprised me is how little attention most sales books give to securing the meeting itself.

    Most assume you’re already sitting in front of the customer and dive straight into building rapport, questioning techniques, handling objections, and closing the deal.

    Mine doesn’t.

    After more than forty years in B2B sales, I’ve learnt one simple, unshakeable truth.

    No meeting. No sale.

    Everything else comes afterwards.

    Very few sales courses explain the critical work that happens before you ever walk through the customer’s door. Yet this is exactly where many major sales opportunities are won—or lost.

    The Journey to the First Meeting

    We are incredibly lucky these days with the sheer volume of resources available at our fingertips.

    When I was starting out in the 1980s, doing company research meant a trip to the local library, hunting through physical directories, relying on creative word-of-mouth referrals, and actually navigating with a paper A-Z map.

    Today, there is no excuse for going in cold. The journey to a successful B2B sales meeting follows six distinct steps:

    Step 1: Research the Company

    Before you make contact, build a digital profile of the target business.

    Utilise everything available: their company website, LinkedIn, Google Maps (to see the physical scale of their operation), Companies House, the trade press, local news, and their direct competitors.

    Step 2: Find the Right Decision Maker

    Don’t settle for anyone who is simply willing to meet you.

    I learnt this lesson the hard way as a young, enthusiastic salesman back in the days when you could still get away with cold calling.

    I decided to pop in and try to speak to the owner of a major local electrical contracting firm—a serious outfit with over ten sparkies, a massive yard, and a full-time storeman.

    I strolled into the office and asked, “Can I speak to Mike, please?”

    A voice replied, “Mike speaking.”

    Fantastic, I thought. I spent the next 30 minutes delivering what I believed was a magnificent, flawless presentation. I showed him the latest product offers, the new Crabtree cooker sockets, and the new plastic socket boxes.

    He seemed genuinely interested, nodding throughout my presentation.

    At the end of my performance, he looked at me and said these immortal words: “I am just the yard man and the cleaner.”

    He was certainly the smartest, best-dressed cleaner I’d ever met.

    When I commented on it, he smiled and said, “I’ve just changed because I’m going to see my bank manager.”

    Meeting the wrong person wastes everybody’s time. You must target the individual who actually owns the problem you can solve and holds the budget to fix it.

    Step 3: Get Through the Gatekeeper Professionally

    Treat receptionists and PAs with genuine respect. They are not barriers to bypass; they are professionals who often know far more about the inner workings of the business than people realise.

    Step 4: Secure the Appointment

    Whether you use the telephone, email, LinkedIn, or a combination of whatever works best for your industry—always keep your eye on a single objective. You aren’t trying to sell your product yet. You are simply making an appointment with the right person.

    Step 5: Confirm Everything

    Once the date is set, lock down the operational details:

    • Who exactly is attending from their side?
    • Where is the meeting being held, and what time?
    • What are the parking arrangements and security procedures?
    • What is the dress code?
    • Do you need to bring specific presentations, samples, or documentation?
    • How much time have they allocated for you?

    Step 6: Turn Up Prepared

    Pack your literature, your laptop, your samples, your pre-written questions, and your core objectives the day before. On the day, arrive early, relax, and use those extra minutes in reception to observe your surroundings.

    Applying the Four Pillars: Look, Read, Watch, Listen

    In Week 1, I introduced the four habits that form the foundation of my entire sales process. Here is how they apply to the journey before the meeting even begins:

    • LOOK: Examine the company’s physical and digital presence. When you arrive on-site, look at the premises, the delivery vehicles, the reception area, and the staff. It tells you everything you need to know about their company culture.
    • READ: Read everything you can find about them online, on social media, and in print before you make your first approach.
    • WATCH: When you step into their building, watch how the staff interact, how busy the environment is, and how visitors are treated.
    • LISTEN: Listen to the background noise in reception. Listen to the gatekeeper. Listen to the tone of the customer when they greet you.

    Sometimes, you will learn far more about a business before the meeting officially starts than you ever will during the meeting itself.

    Continue the Conversation

    If you’d like to use the same planning process I’ve developed over the years, just drop me an email…

    It’s a practical working document that I still use to prepare for important customer meetings.

    The Professional B2B Sales Pre-Meeting Planner includes:

    ✔ Company research checklist
    ✔ Decision-maker planning sheet
    ✔ Telephone preparation notes
    ✔ Meeting objectives
    ✔ Travel and logistics checklist
    ✔ Equipment and literature checklist

    Frequently Asked Questions (FAQ)

    Why shouldn’t I just meet with anyone who says yes to a conversation?

    It is incredibly tempting to take any meeting when you are trying to build a sales pipeline.

    However, meeting with someone who lacks decision-making authority or a real business problem to solve is a trap.

    It gives you a false sense of progress while consuming valuable time that you should be spending targeting high-value decision-makers.

    How do you handle a gatekeeper who refuses to put you through to the decision-maker?

    Never argue, become defensive, or resort to cheap sales tricks.

    Instead, pivot to treating them as the internal expert. Ask for their professional advice:

    “I respect that he is incredibly busy. Based on how your team manages engineering procurement, what would be the best way for me to send over some brief technical data for him to look at when he has a moment?”

    What is the single most important detail to confirm before travelling to a meeting?

    The exact time allowed. There is nothing worse than arriving prepared for a comprehensive 45-minute technical discussion only to be told, “I’ve only got 10 minutes before a board meeting.”

    Confirming the time allowed ahead of time ensures you can structure your approach flawlessly before you step foot in the room.

    One thing I’ve learnt over the years is that successful sales meetings rarely happen by accident.

    They are usually the result of careful preparation long before anyone shakes hands or opens a laptop.

    Get this stage right and everything that follows becomes much easier.

    Join the Conversation

    What’s the biggest mistake you’ve ever made before a business meeting?

    Whether it was getting lost on the way, presenting to the wrong person like I did, or forgetting your samples—let me know in the comments below!

    Coming Up in the Business After 60 Conversation Series

    Behind the scenes, each conversation is also becoming part of a growing library of practical tools, planners and guides for entrepreneurs and business owners.

    • Week 1 – The Truth About Becoming a Great B2B Salesperson
    • Week 2 – Getting the Right Meeting: The Most Overlooked Skill (this week’s article)
    • Week 3 – Research That Wins Business & Finding the Decision Maker
    • Week 4 – Asking Better Questions & Building Trust
    • Week 5 – Presenting Value, Handling Objections & Closing Professionally
    • Week 6 – After the Sale: Building Customers for Life

  • Weekend Conversation: Strength, Oysters & Style After 60

    A weekend chat about how important strength is in your 60's, style and oysters.

    Good morning everyone.

    Sharon and I are one week into our East Coast adventure, working, writing and relaxing from a beautiful lodge here in Essex.

    We’ve spent a thoroughly enjoyable few days exploring more of the coastline and, once again, it’s reminded me just how underrated this part of England really is.

    From walking around Frinton-on-Sea and Walton-on-the-Naze to visiting a lovely local vineyard, we’ve sampled some fantastic seafood and, of course, had the inevitable debate over what I chose to wear to lunch!

    It got me thinking about three questions I’d love your thoughts on this weekend…

    💪 1. Is strength training really that important as we get older?

    I’ve become a real fan of strength training over the last few years. Nothing extreme—just sensible, regular exercises with dumbbells and resistance bands a few times each week.

    I genuinely feel stronger, fitter and have far more energy because of it.

    Sharon isn’t quite so convinced, and neither are several of my friends.

    They tend to picture heavy weights and intimidating gyms, whereas I see it as an insurance policy for staying active and independent.

    If you strength train, what persuaded you to start?

    And if you don’t… what’s stopping you?


    🦪 2. Oysters… the food of love or do they just make you gag?

    One of this week’s highlights was discovering just how famous Mersea Island is for its native oysters.

    Having eaten oysters in several parts of the world, I have to say the Mersea oyster is right up there. It has a slightly different, wonderfully crisp flavour—but I think that’s exactly what makes it special.

    Digging into it, I found a surprising fact. A serving of six oysters contains around 15 grams of high-quality protein, very few calories and is packed with Vitamin B12, zinc, copper and heart-healthy omega-3 oils. No wonder they’re considered a genuine superfood.

    So where do you stand?

    ❤️ Food of love?

    🤢 Or do they just make you gag?

    And if you do enjoy them, do you chew them, swallow them whole, or prefer them grilled or baked?


    👔 3. Has the sports jacket had its day?

    We stopped for lunch at a lovely gastro pub mid-week and I thought I’d pulled together a pretty sharp smart-casual outfit…

    A navy blazer…

    A classic polo shirt…

    Well-fitted jeans…

    And brown shoes.

    Apparently Sharon wasn’t quite as impressed, and I took a bit of friendly stick for it!

    Personally, I still think a structured sports jacket or blazer is the perfect way to smarten up a casual look without feeling overly formal.

    What’s your verdict?

    👔 Stylish and timeless?

    😄 A little old-fashioned?

    🤔 Or was it the brown shoes with the navy blazer that crossed the line?


    One Final Thought…

    People so often overlook Essex as a holiday destination, but after spending a week exploring its villages, vineyards, coastal paths and beaches, I honestly think it has an incredible amount to offer for a short break.

    Sometimes the best hidden treasures are much closer to home than we realise.

    Have a wonderful weekend everyone, and I look forward to reading your comments below!

    Steve

    Ropho – Pleasure & Business After 60

  • How to Make the Most of Your Pension After 60

    How to Make the Most of Your Pension After 60

    Welcome to our Wednesday Finance Conversation.

    Grab a black coffee—or a quick espresso if you need that extra caffeine kick—and let’s have a real, straight-talking chat.

    I was asked an interesting question last week while talking to one of my long-standing business clients.

    “Steve, how do you manage to be away so often, whether it’s travelling around the UK or heading overseas? I simply can’t afford it.”

    I had to laugh.

    Not because it was a silly question, but because I’ve worked with this client for more than six years. I know his company’s finances almost better than I know my own, and I’m fairly certain he’s not short of a few pennies.

    As we talked, it struck me that perhaps the issue isn’t always how much money we have. Sometimes it’s about how well we manage what we’ve already got, and whether we’re making the most of the opportunities available to us.

    That conversation stayed with me all week.

    Many of you have told me that money is one of the subjects you’d most like us to explore together—not because you’re struggling, but because you want to make smarter decisions that help you enjoy life after 60 even more.

    So, over the coming months, our Wednesday Finance Conversations will look at a wide range of topics—from pensions and retirement income to investing, working a little longer, turning hobbies into income, and making the most of what you’ve already built.

    Today’s conversation begins with a question many people quietly ask themselves…

    What happens when your pension isn’t quite what you hoped for?

    There’s a very specific kind of quiet anxiety that comes when you open your annual pension statement, look at the final number, and realise it doesn’t quite match the life you had pictured.

    Maybe you aren’t staring at a crisis. But you are looking at a lifestyle gap—the difference between a comfortable retirement and the active, travel-filled, intellectually stimulating next chapter you really want to live.

    The good news is that a pension shortfall doesn’t have to define your retirement. It can simply become the starting point for making a few thoughtful decisions that help you build the life you want.

    How Can You Reduce Spending Without Feeling Deprived?

    Before looking at how to bring more money in, the fastest way to give yourself a raise is to look at what’s going out.

    This isn’t about living on beans on toast or cutting out the dinners at your favorite local Italian.

    Instead, it’s about a strategic efficiency audit. It’s about spotting the passive “leaks”—lazy cash sitting in zero-interest high-street accounts, outdated insurance policies, or unused premium subscriptions—and consciously redirecting those exact savings straight into your travel fund.

    Should You Continue Working After 60?

    Stepping away from a demanding, 50-hour workweek doesn’t mean you have to stop working entirely. A “portfolio career”—taking on selective, part-time roles or flexible projects—is the perfect halfway house. It keeps your mind sharp, provides a brilliant social outlet, and brings in a highly predictable income stream to fund those spontaneous weekend city breaks.

    Can Your Experience Become a New Income Stream?

    By the time you reach your 60s, you have decades of high-level problem-solving skills and industry networks. Whatever work you have done, you will have skills that businesses are crying out for, experienced, safe hands who can solve problems without needing hand-holding.

    Freelancing or project-based consulting allows you to sell your intellect, not your hours, entirely on your own terms.

    4. Turn a Passion Into a Lifestyle Business

    Whether it’s photography, writing, gardening, or a craft you’ve spent decades refining, the digital world has made it incredibly simple to build a small, highly enjoyable business around a hobby. When you love what you do, it doesn’t feel like work—but the extra income can easily fund your next holiday to Crete or Thailand.

    5. Play the Strategic Waiting Game

    If you are earning an income through consulting or a small business, you might not need to draw your pension benefits immediately. Delaying when you take them can dramatically increase your future guaranteed payouts. For instance, in the UK, deferring your State Pension by just one year boosts your weekly payouts by roughly 5.8% for the rest of your life.

    6. Claim Your Ground (Hidden Allowances & Lost Pots)

    True financial realism means ensuring you aren’t leaving your own money on the table. This means maximizing your tax-free ISA allowances, structuring your cash withdrawals efficiently, and actively hunting down “lost” pension pots from previous employers.

    Where to Get Free, Trusted Help

    You don’t have to figure all of this out alone, and you don’t necessarily need to pay a premium for a private financial adviser right out of the gate. There are fantastic, free, and completely impartial resources available in the UK to help you map out your options:

    • Pension Wise (from MoneyHelper): A free, government-backed service specifically for people aged 50 or over. They offer highly clear, specialist telephone or face-to-face appointments to explain your pension options.
    • The MoneyHelper Service: Provides free, unbiased advice on everything from budgeting and savings to trace-a-pension services.
    • Citizens Advice: An invaluable resource for checking if you are entitled to any specific local council tax support or marriage allowances you might have overlooked.

    Of course, if you have a highly complex estate, checking in with a regulated, independent financial adviser (IFA) is always a smart move to get personalised tax planning.

    Let’s Build This Together

    An unexpected pension number is simply a prompt to get creative. It’s an invitation to build a retirement that is far more active, purposeful, and intellectually stimulating than the traditional model.

    Over the coming Wednesdays, we are going to dive deep into each of these areas with highly practical, real-world blueprints.

    ☕ Coffee Break Question

    If an extra £5,000 appeared in your bank account tomorrow, what would you do with it?

    Would you travel, help the family, improve your home, save it for the future, or finally treat yourself to something you’ve always wanted?

    I’d love to hear your thoughts in the comments because many of your ideas often inspire future Wednesday Finance Conversations.


    Next Wednesday…

    We’ll carry out The Adventure Fund Audit and see how many of us could fund our next adventure simply by plugging a few quiet financial leaks—without feeling deprived.

  • The Truth About Becoming a Great B2B Salesperson

    The Truth About Becoming a Great B2B Salesperson

    “You’ve got the gift of the gab… you’d make a great salesperson.”

    I’ve heard that phrase countless times over the years. It always makes me smile because, after more than 40 years in B2B sales, I can tell you a definitive truth:

    The gift of the gab is not what makes a great salesperson.

    When I was in my early twenties, I was a trained electrical engineer. I had completed a five-year City & Guilds apprenticeship—a highly respected qualification at the time. The problem was simple: I just didn’t enjoy it.

    I wanted more. More opportunity, more responsibility, more money, the nice car, the holidays, my own business, and a better lifestyle. Looking back, I achieved those things.

    But the definition of “more” certainly changes as you get older.

    A single conversation changed the direction of my career.

    I was chatting with a sales representative from our local electrical wholesaler.

    After listening to me vent about wanting something different, he said: “You’ve got the gift of the gab. You’d make a great salesperson.” He mentioned they were hiring, so I took the leap.

    The catch? It meant taking a substantial pay cut.

    My answer was confident, if a little naive: “I’ll make it up in commission. No problem.”

    That was how my sales career started. Looking back now, I realise just how much I had to learn. I genuinely thought sales was just about confidence, talking, and convincing people.

    I was wrong.

    Business After 60 Series – In previous articles we’ve looked at developing a business idea, creating a vision, and building solid foundations. But every successful business eventually comes down to one thing—winning customers.

    Over the next few weeks, we’re moving into one of the most important business skills of all: Professional B2B selling.

    Over decades of working in B2B sales, managing sales teams, running businesses, and mentoring professionals, I have learned that successful selling is built on something entirely different.

    It is about deeply understanding people, understanding businesses, and asking the right questions.

    Over the next few weeks, we’re moving into one of the most important business skills of all: professional B2B selling.

    Successful B2B sales isn’t about clever lines or cheap sales tricks.

    It’s about the complete, professional process:

    • Finding the right prospects
    • Making the right first contact
    • Understanding who influences a decision
    • Building genuine trust
    • Asking better questions
    • Presenting solutions
    • Handling objections
    • Closing professionally

    Throughout this series, you’ll see me return to four simple words that have guided me my entire sales career.

    They sound obvious, but after 40 years in the field, I believe they are the most important habits a salesperson can develop.

    Before you can expect a customer to trust you, you have to know your own business inside out.

    So, our first conversation starts with self-reflection.

    Have you properly understood your own company, your products, and the specific problems you solve for customers?

    Look, Read, Watch, Listen

    The Four Habits of Every Successful B2B Salesperson

    LOOK – at your customers, markets, competitors and opportunities.

    READ – everything you can about your products, your industry and your customers.

    WATCH – experienced salespeople, demonstrations, customer behaviour and market trends.

    LISTEN – more than you speak. Your customers will usually tell you exactly how to sell to them.

    Great salespeople don’t just turn up and talk—they prepare.

    Next week we’ll look at something that transformed my own sales career: why the first sales call actually begins long before you ever pick up the telephone or walk through the customer’s door.

    Frequently Asked Questions About B2B Sales

    Do you need to be an extrovert to succeed in B2B sales?

    Absolutely not. While confidence helps, great B2B sales are built on active listening, problem-solving, and empathy.

    Quiet, analytical individuals who understand their clients’ business problems often outperform the loudest talkers in the room.

    Is it risky to change careers into sales later in life?

    Every career move carries an element of risk, but sales rewards transferrable skills.

    If you have deep industry knowledge (like engineering, logistics, or retail), you already understand the customer’s problems.

    Learning the sales process is often easier than learning an industry from scratch.

    What is the most important skill for a new salesperson to learn?

    The ability to ask high-quality, open-ended questions and genuinely listen to the client’s answers.

    Instead of pitching features, great salespeople uncover the customer’s real problems before offering a solution.

    You can’t offer the right solution until you fully understand the problem.

    Join the Conversation

    What is the biggest myth or piece of bad advice you were ever given when starting out in business or sales? Let me know in the comments below!

    Coming Up in the Business After 60 Conversation Series

    Week 1 – The Truth About Becoming a Great B2B Salesperson (this week’s article)

    Week 2 – Preparation Before the First Meeting

    Week 3 – Research That Wins Business & Finding the Decision Maker

    Week 4 – Asking Better Questions & Building Trust

    Week 5 – Presenting Value, Handling Objections & Closing Professionally

    Week 6 – After the Sale: Building Customers for Life

    Business after 60 - Getting the right meeting. The most overlooked skill in B2B sales

    Read More – 🟦 Business After 60 Conversation Getting the Right Meeting

  • The Weekend Read – Football, Curry, Beer and the Seaside

    The Weekend Read - Football, Curry, Beer and the Seaside

    Football, Spice, Beer… and a Trip to the Coast

    Introduction

    This weekend is bringing some of my favourite things together.

    As discussed in Wednesday’s post, for the next three weeks we are embarking on a travel adventure, searching out new coastal gems, hotels, pubs, and restaurants—no plans set in stone.

    First stop on Thursday was family time and new baby cuddles in Hampshire.

    Now, it’s a scenic drive to Sharon’s sister’s lodge in Essex for a week of relaxation and time to write some informative and enjoyable PDFs and e-books.

    My Weekend Questions

    • Can England finally win the World Cup, and why are there suddenly so many experts?
    • Why do beer, football, and curry go together?
    • Why is turmeric good for us?
    • We all know smiling is good for us… but what if you can’t get out of your bad mood?
    • And why is the coast so good for my soul?

    Because of the late kick-off, we are going to watch the football at the lodge.

    The fridge has been stocked, the curry menu is already being debated, and somehow my wife—who barely watches football the rest of the year—has become the nation’s newest football pundit. Apparently, every referee decision is obvious… after the fifth replay!

    But perhaps that’s one of the things I enjoy most about tournament football. It brings everyone together, whether they’re lifelong supporters or experts for just a few weeks every two years.

    ⚽ Football Conversation

    Why does every England tournament create so many football experts?

    My wife only watches major tournaments, yet somehow she instantly knows:

    • who should be substituted
    • why the manager got it wrong
    • whether it was definitely a penalty.

    I’m sure many households are exactly the same.

    Question for readers: Who is the part-time football expert in your family and are England finally going to win the World Cup again, my wife says they will?

    🌶️ Food Conversation

    Why do football, curry, and beer seem to go together?

    It’s become almost a tradition now. Wherever we watch England, at home or in a pub somewhere, we nearly always end up with beer, football, and a curry.

    Sometimes it’s in a restaurant, and sometimes—as will be the case this Saturday—it’s a well-deserved takeaway. It’s not obligatory, and any takeaway can work, but my preference is always for curry.

    Saturday football. A pint. And a curry.

    Perhaps it’s because curries are perfect for sharing with family and friends while watching sport. The spices, aromas, and variety make every meal feel like an occasion.

    My Top Five Curries:

    1. Chicken Jalfrezi
    2. Lamb Rogan Josh
    3. Chicken Tikka Masala
    4. Madras
    5. Balti

    There are so many to choose from, but these are just some of my favourites.

    Question for readers: What’s your favourite curry?

    🟡 Health Conversation

    Why is turmeric considered so good for us?

    Turmeric contains curcumin, a natural compound that research suggests has anti-inflammatory and antioxidant properties. Scientists continue to study its potential role in:

    • reducing inflammation
    • supporting joint health
    • helping recovery after exercise
    • supporting brain health as we age.

    It isn’t a miracle spice—but it’s certainly one ingredient many healthy diets include.

    😊 Mindset Conversation

    We all know smiling is good for us… but what do you do when you simply can’t smile?

    Some days just don’t go to plan. We’ve all had those mornings when nothing seems right. I’ve learnt not to force happiness. Instead, I try something simple.

    Maybe it’s:

    • going for a walk
    • making a coffee
    • putting some music on
    • watching an old comedy
    • chatting to someone
    • or simply changing my surroundings.

    Sometimes the smallest change is enough to shift your mood.

    Question for readers: What helps lift your mood when you’re having one of those days?

    🌊 Looking Ahead

    Why I can’t wait to get back to the coast

    This week I’ll finally be spending a few days by the sea. I’ve always found there’s something calming about the coast.

    The sound of the waves. The smell of the sea air. Fish and chips eaten outside.

    A long walk without looking at the clock. For me, it’s one of the few places where life naturally slows down.

    Perhaps it’s because the sea reminds us that some things are far bigger than the emails, meetings, and worries we carry around.

    After a couple of days by the coast, I always return feeling lighter. I’m already looking forward to it.

    Question for readers: If you could disappear anywhere for a few days, where would you go?

    Final Thoughts

    Football. Friends. A good curry. Maybe a cold beer. A laugh with family. And a walk beside the sea.

    Sometimes the best weekends are built from life’s simplest pleasures.

    Have a wonderful week.

    Steve

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