…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 […]
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
Truth and accuracy Read More »
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
2 things that maximise value Read More »
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
This sort of person is going places Read More »
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
True value and true cost Read More »
Pay-off: learn the vital missing piece to solving your frustrations Investment: 4 mins Sign up to monthly posts here There are many reasons why you might be frustrated when faced with a challenge or situation. But this is the one I most commonly see that frustrated people tend to overlook. I’d go as far as
One big reason why you might be struggling Read More »
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
A simple way to win people over Read More »
Pay-off: learn the single most important way to build trust in conversation (beyond simply ‘listening’) Investment: >2 minutes Sign up to weekly posts here Trust is the linchpin to a successful and ongoing business relationship. It’s the conduit to connecting value, creating win:wins and mutually progressing and growing your businesses together. Caveat emptor and caveat venditor
The art of creating trust in conversation Read More »
Pay-off: 6 actionable ideas to help your clients see (and buy) your difference Investment: 4 minutes Sign up to weekly posts here Unlike the man in my following story, my own clients don’t sell fish. But they can learn some useful lessons that will change how they approach business development and the results that they get. Strap yourself in,
How to be different when developing business Read More »
