Spot the Lie
Among the top problems which sales people experience is knowing when someone is telling the truth; whether the prospect likes you, your product or service, understands your offer, or is telling you porky-pies. How might
Read moreNot on My Desk
You know the neighbourhood mantra. Maybe you’ve even said it yourself: “NIMBY – Not in my back yard.” Here’s a variation on that. “NOMD - Not on my desk! It’s not my responsibility. Don’t look at me guv�
Read moreKeeping It in the Family
It can be heart-breaking to put your life into a business – start it from scratch, nurture it, build it up, only to find when you want to retire that you have to sell it, or worse – close it down.
Read moreHow to Prepare for a Difficult Conversation
So how do you prepare for a difficult conversation? By dealing with it before it becomes difficult. Find out more.
Read moreHow to Delegate Effectively
People rarely go into business because they want to manage others. With few exceptions, management becomes necessary because the business itself has grown so successfully.
Read moreGetting What You Want
This is the second article in our series on the “Trusted Advisor”, and in it we’re going to think about expectations – getting what you want. You see, quite often there’s a significant difference between what y
Read moreThere is No Substitute for Trust
The organizational change model is well known. It follows an equally well-known model: the one for making decisions.
Read moreWhat is Your Core Business?
Growing a small business is a tough road to follow. A typical small business may start out as a one-man-band or a loose partnership. If you’re alone, then you get to do it all.
Read moreOver promising is telling a lie
We have to make promises to our customers but how often do we stand back and think about whether the promises we make are genuinely being matched by what we can and do deliver?
Read moreAdvice for a Trusted Advisor
A lot of meaning is packed into those words trusted advisor, and if you’re going to be one and continue in that role, then it’s essential that you understand fully what we’re talking about.
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