Most people don’t get started because they don’t know where to start. You can watch them not start for years. That’s how long they’ll wait, sometimes. But you really only need two ingredients to help get someone started: Want a kid to enjoy throwing a paper aeroplane? (Yeah, this is a metaphor..) 1. Hand them…
…don’t think alike. They challenge each other to think again. Intellectual chemistry occurs not when you both agree but when you enjoy disagreeing and then work together to get it right rather than be right. “Even if I don’t like it, what parts of what they’re saying could be right? And in which situations?” is…
Never before have our minds been so ambushed from all directions, constantly. With all the emotionally-charged noise out there, social media, fake news, echo chambers, amplified fear, us Vs them mentality, and volume turned up on biases, it can be hard to stop the external environment from owning your thinking. And there’s no doubt it’s…
People tell me they struggle to know what questions to ask when meeting people, switching on curiosity, seeking to understand, helping others to think, solving problems, making buying decisions, or when simply learning something. This can get you started. Use the 7 W’s: Keep repeating those in your head. I have them at my fingertips….
The easiest way to ride a horse is in the direction it’s already going. Then, with all resistance dropped for a while, it begins to let you turn it. And the same applies to conversations with people.
I heard someone say that it’s a shortcoming to be focused on truth and accuracy. That’s just not true, they’re wrong. P.S. The accurate truth is that many situations need truth and accuracy. Not pedants, but people shining a light on what’s real, so that we all have a chance. The growing mass of people…
There are two types of value: I rhymed them intentionally to help recall, because they’re worth recalling. If you just provide the value people request, you’re leaving an awful lot of value on the table. Because all of us can only see so far. You provide more value and become more valuable when you also…
I’m often asked by clients which of their current employees should be selling or engaging customers. There are numerous traits that suggest someone could ‘sell’, or be a strong leader (because the two roles are similar). But I’ve boiled down my top three: 1. They have strong ‘belief in cause’ 2. They’re credible in front…
True value In my work helping businesses to sell, I define true value as “the precise optimal mix of services or products that your entire business can provide your customers business, such that they’d be better off than they would be by keeping their investment.” It’s an ideal to aim for, and it involves the…
Pay-off: Get clarity on how to close sales effectivelyInvestment: 3 mins Sign up to monthly posts here What do most people involved with ‘selling’ want to know most of all? Well, going by the question I’m asked most often, it’s “how do you actually close and make the sale?” I’ll tell you the answer in…