Archives for Dec,2017

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My 7 favourite books on business and trust for your holiday reading list

If you’re anything like me, Christmas time not only means time to unwind, spend time with the family and drinks lots of craft beer, it also means time to catch up on some reading. While I try to read a number of business books I get recommended each year, Christmas is the time I can really put some serious effort into getting through my reading to do list.

If you’re looking for some reading inspiration for when you’re relaxing by the pool, sitting by the slopes, or trying to escape the kids, here is my list of 7 books that I think are essential sales and business reading. Books that have helped shape my thinking, and even contributed to the way that I work.

1           Why: How we do anything means everything – by Dov Seidman

Why you need to stop asking this question in sales meetings

Recently I asked a group of people I was working with in an engineering firm what they think is one of the most overused sales questions of all time.

We were having a conversation about questions you can ask to unearth the other persons ‘challenges’, hopefully getting them to paint a picture of what is going on in their world, and where they might need some help.

They threw a few ideas at me, and eventually I put them all out of their misery and said that “One of the most overused questions in sales meetings is ‘what keeps you awake at night?” I then asked them “How many of you have used it recently?”. Amidst a bit of laughter, at least half the room put up their hands.

HALF the room are asking the exact same question of their clients. And you can be guaranteed that if they are asking it, at least 50% of all other sales people meeting with that same person are asking it too. Now, I don’t have any actual stats around whether this actually is one o [...]

4 ways to generate quick sales when you’re having a slow month

December and January – two months in the business world that we either love or hate. We love it when clients decide that they ‘must get XYZ’ done before Christmas and inundate us with work. But we hate it when clients go on leave for a month (or two), no work needs doing, and no decisions get made.

While the first one presents its own challenges for resourcing, it’s a nice problem to have. The second one though can get business owners and managers nervous about their revenue and backlog, and how they’re going to keep their staff busy during a potentially quiet time.

Here are 4 ideas from me on how you can quickly generate some sales when you’re having a slow month:

1.      Do some BD

People always complain that they don’t have enough time to do BD. Well, now they can’t make any excuses. If your team are having a slow month, set them some clear BD tasks to undertake rather than setting them to work on those long talke [...]