The easiest way to ride a horse
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.
business development
What you should do next
Next, you should do the thing that’s stopping you from doing the next thing. What’s the next thing you really should be doing? The thing that’ll make the most impact on your life, and preferably make tomorrow easier or better? What’s stopping you from getting that done? Attend to that right now.
2 things that maximise value
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 …
This sort of person is going places
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 and true cost
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 …
A quick way to improve sales
Sign up to monthly posts here A mixed bag of thoughts this month to help you improve sales: The first (a 30 second read) looks at why you, no matter who you are should invest some attention towards improving how you ‘sell’. The second (a 50 second read) looks at a really bad but …
The top mistake people make when learning to sell
Pay-off: avoid wasting hours trying to learn the wrong thing Investment: 4 mins Sign up to monthly posts here The shortcut to results The shortcut to improving your performance in just about anything is knowing the single ‘right thing’ that you, personally, should learn next. This is the one skill, item of knowledge, or behaviour …
The top mistake people make when learning to sell Read More »
When customers and colleagues are in denial
Pay-off: you might just crack that tough nut who’s in denial Investment: 7 minutes Sign up to weekly posts here Ooh, this is a tricky one isn’t it? Now, let’s be clear, I’m no expert in dealing with ‘denial’ as such. Having said that, the nature of my work means that I work with people …
A simple way to win people over
Pay-off: shift your focus to this and you’ll become more persuasive Investment: 3 minutes Sign up to monthly posts here As with most of the ideas on this blog, this one applies to anyone – that’s you – not just people in sales. This tip applies when you’re interacting with other people and you need …
10 short tips to communicate, learn, think and sell better
Pay-off: 10 quick and actionable ideas to help you communicate, learn, think and sell better Investment: read whichever you like (5 mins to read the lot) Sign up to monthly posts here There should be something for everyone in this post. Most of these short tips apply to most people. Usually, in my posts I …
10 short tips to communicate, learn, think and sell better Read More »
