business development

Great minds

…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 …

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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.

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 …

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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 …

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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 …

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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 …

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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 …

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