applied know how
One concept I’ve slowly learnt from business is that contrary to the commonly held wisdom, people who make the opening offer in a negotiation have the upper hand.
I’m currently looking for a house, overseas. And when I come to view places, typically there is a price indicated. Although I may disagree with it, that price certainly puts a value perception in my mind about the house.… Read more
As an occasional extrovert, I believed I could present at will- stand up, talk. But when I saw Rob Campbell– Weiden and Kennedy Strategic Planner- present I immediately realized that my comfort with talking could also become a weakness when it came to giving useful presentations.
Equally, some of my colleagues are introverted and so avoid presentations when ever they could and when forced into it would really over prepare in great detail.… Read more
I have written several articles about the buyer journey, buyer personas, aligning the buying and selling process; here is an aid to this process a journey plan for the buying process.
At its core, I’ve turned around the typical account planning tool, to focus more clearly on the Buyer and their needs. This is to build empathy and to assist the seller more clearly understand the questions a Buyer has to tailor the sellers presentations and plans to meet the Buyers needs. … Read more
Previously I’ve written about Jeff Bezos and his encouraging his staff to read selected books.
I’m not in Bezos class, but I have suggested a reading list for my team members in the past and I’ve used these series of books as a basis for both self Learning and guided learning.
Self learning typically would encourage your team member to read the book (they are all quite short) and to identify three ideas they can implement now.… Read more
The TEAMS profile tool is an excellent corporate resource for team development, the results of The TEAMS Profile from Lifeskills Enrichment will give leaders the information required to understand the role preferences of their team members and to strategically place each person in their best position to maximise their effectiveness.
