Ben Paul

Ben Paul

How to Shape a Great Sales Conversation

What is the main skill that helps people build great rapport within minutes in any given situation, and particularly in a new business meeting? What is it that the best business leaders, salespeople or even rainmakers do that enables them to get what seems like instant engagement? It goes beyond their mere physical appearance or a sharp dress sense. While clothes may give you confidence they do not “maketh the man or woman”. What they all do is have a natural curiosity, and an ability with their questions so they don’t just learn and understand more about the other person, they actually start to develop and build trust.

Think about an occasion when you have first met someone and it’s gone really well, and you’ve genuinely wanted to see them again. In short you have clicked. The chances are they asked you questions which showed they were interested in you, your thoughts, and what you do. So are these people blessed with an intrinsic magic gift of great questioning sk [...]

What’s Your Galactic Growth Strategy?

By Ben Paul.

Now that January is fully upon us, it is that time of year again when many businesses and departments within businesses start to look at their plans and strategies for the year ahead. But what does this actually entail? Will you simply review and tweak last year’s plan or follow the same format or structure that you’ve carried out every year? If you do you won’t be expecting radically different results.

I was thinking about this after I’d come out of the movie theatre having thoroughly enjoyed Disney’s latest instalment of the Star Wars Universe, Rogue One. Clearly the investment in Star Wars from Disney was around tapping into our childhood memories and producing as many films as close to the originals as possible to help the dollars come pouring in. Clearly Star Wars is one cash cow that can be almost endlessly milked, as sequels and side stories all have box-office and merchandise spin-off success.

However, how can you find a way to gr [...]

For sales success, don’t put yourself in a box

By Ben Paul

The main aim of many salespeople and those tasked with bringing work into their organisations, is to make contact and then get meetings with the senior decision makers. This, for many, is one of the biggest challenges they face, and even if they get that meeting, they soon find that they have been passed down the prospective client organisation to someone less senior.

So what is it that means the Senior decision maker – often at the C-Suite (CEO, CFO etc) level, doesn’t want to give up their time to you? It could just be the box that you have put yourself in. Do you genuinely think:

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