Find a wingman

Business is about deal-making.Deal-making is much easier if you work in teams. A captain and a wing-man.The wing-man goes in and breaks the ice, warming up the prospect, and then the captain moves in to close the deal.It’s requires unselfishness. The wing-man does the hard yards upfront, then someone else moves in and takes the deal…

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Everyone has a boss

Maybe it’s your biggest customer.Maybe it’s your wife.Maybe it’s your chairman.Maybe it’s your dad.Whatever. It doesn’t matter who your boss is.It just matters that you don’t forget it. Especially as you become successful.When you find success its easy to think your unaccountable, answerable to no one.That way lies failure.Someone needs to keep you honest, to hold…

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Business is about people, not numbers

Managing by numbers is like sitting next to a hospital bed watching the monitor whilst the patient chokes on a chicken sandwich. *Don’t get too fixated on the numbers.Business is about people.Pay attention to people.* Alex Ferguson uses this analogy in his book, Leading.

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Avoid distractions. Focus on your mission.

Forget about the partner that owes you money from a previous business, or the enemy that slighted you in public, or the opportunity to earn commission on the side, or the million other things that are not your mission.Forget about politics, or global warming, or the stock market, or the price of petrol, or a…

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Don’t touch the Cup until you’ve won it.

Don’t brag about accomplishments that are not accomplished.Don’t spend your money before you’ve received it.Don’t count your chickens before they hatch.Don’t touch the Cup until you’ve won it.Stay in the moment.Only when you’ve won can you relax.Until then, don’t slack in intensity.Work at 100% until you’re across the line.

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Find out what the customer wants

It’s easy to fall into the trap of telling the customer what she needs, instead of asking the customer what she wants. It’s a lot easier to sell something if you give the customer what she wants. You can’t find out if you’re too busy telling her what she needs. Stop telling the customer what…

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Just because it feels good doesn’t mean you’re winning

Sometimes in business it feels like everything is going right.It’s all clicking into place.It feels so good, you must be winning!Drinking alcohol also makes you feel good. Marijuana also makes you feel good.Just because you’re feeling good, doesn’t mean your succeeding.Don’t be lulled into a false sense of security by “feelings.”There will be plenty of people…

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Flush out the crooks

Business is not about finding the people you can trust.It’s about finding the people you can’t trust.It’s about whittling down the crowd to a small group of people that won’t screw you.The only way to do that is to make yourself vulnerable.Do it in a small way. Then when someone takes advantage, it won’t kill you.You…

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Do unto others as they would have you do unto them

The Golden Rule for the Bible: Do unto others as you would have them do unto you.That may work for finding happiness, but it won’t work for finding sales.If you want to sell, forget about what you want.Figure out what the customer wants, and then do that.The Golden Rule for Sales: Do unto others as they…

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How to change culture when merging new companies

(Summarised from Ben Horowitz speech on the Haiti slave revolution) Here are four tricks for successfully changing a culture: Keep what works (don’t throw out the baby with the bathwater). Create shocking roles to force behaviour change, ie: Facebook mantra is “move fast and break things.” The leader of the Haiti slave revolt said, “no officer may…

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Know when to stop talking

Most sales jobs are hard. You have to really work to convince the customer to buy what you’re selling. But sometimes the customer is sold before you even arrive for the meeting. It’s at times like that that you must stop talking. If he’s already sold, there’s nothing to say. Just close the deal. Pushing…

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Three ways to grow sales

At some point in your business, you will hit a sales plateau. How do you grow sales without dropping the operational ball? There are three things you can do: Bring in a partner that can either take over operations, freeing you up to sell, or that can take over sales, freeing you up to focus…

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