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…

Read More

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…

Read More

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…

Read More

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…

Read More

How to find your first customer

Which comes first: sales or track record? How do you get your first sale without a track record? How do you get a track record without your first sale? It’s like trying to figure out whether the chicken comes before the egg, or vice versa. The answer is: Your first sale comes first. When it…

Read More

Sell first, build later

Before investing in a lemonade factory, you must first find out whether there are customers who are willing to pay for your lemonade. The best way to find out is to stand on the pavement and try sell lemonade. If people buy, hand-make more lemonade. If they keep buying, consider investing in a lemonade factory. Until you’re…

Read More

Do you make money with people, or from people?

There are two kinds of businesspeople: Those that make money from people, and those that make money with people. Both can become wealthy, only the latter can build something truly big. No one has the skills, capital and time to achieve the wildest dreams on their own. You need partners if you want to build something…

Read More

Don’t play politics

Where there’s people, there’s politics. You can’t stop it. All you can do is minimize it. The only way to keep politics to a minimum in your company is to not play politics yourself. “Not playing politics” means not talking about your staff behind their backs. “Not playing politics” means not being cunning or devious…

Read More

Say I’m sorry

Sometimes you’re going make a mistake. You’ll drop the ball. Miss a deadline. Clang a recon. Say the wrong thing. That’s ok. Mistakes happen. What’s not ok is refusing to apologize. The easiest way to compound a mistake is to not say, “I’m sorry”. Pretend you did nothing wrong and carry on. All that does…

Read More

The boss regulates the temperature of the company

The boss of a company is like the mom of a family. If the mom is stressed, the family is stressed. If the mom is happy, the family is happy. Same for companies. Whatever mood the boss has, the company will mimic. If you want a warm, positive, enthusiastic culture, you need to be warm, positive and…

Read More

Chase the dream that only you have

Most people have more than one dream. To be a billionaire. To be an artist. To be an entomologist. To be Napoleon. Whatever. You have to choose one. Don’t choose the dream you love best. Rather choose the dream that no one else has. Go where the competition isn’t.

Read More

Give yourself enough time

You’ll never get anywhere if you’re in a rushYou’ll always be in a rush if you don’t give yourself enough timeMake sure you have enough time between meetings, between ventures, between goals.Leave an hour between meetings (rather than stack them back-to-back).Take off six months between careers (rather than dive straight into something new).Aim to be…

Read More