What if your salespeople tell you your customers don’t see any difference between you and your competitors? Well in our experience, this might be true but it’s unlikely. How can we say that?
Read More
You must pitch for some business. Where do you start? Most managers answer this question correctly: with the customer and what they want. However most managers get the answer to the next question wrong: What should you do next?
What is the correct answer?
Read More
Donald Trump would probably say: Just tell em!
In the real world it's often not appropriate to just tell em! So, we need to have more sophisticated tools available.
At the end of 2016, Persuasion guru Robert Cialdini published his latest book Pre-suasion. To condense his 300 page book into two sentences he says:
- What do you do before you persuade customers can have a major (hidden) influence on their decisions.
- We and our customers assume that what we are focusing on is especially important.
So, what's so important about Pre-suasion?
Read More
A headline about the US presidential debate claimed Hillary Clinton unties the Gordian Knot (ABC news online 27 September 2016). In this case, the Gordian Knot is
"... the growing realisation that Mr Trump continues to rise no matter what serial atrocities or outrages he commits ..."
The article talks of Mrs Clinton unpicking the knot during the debate. In plain language, she discredited Mr Trump. The new 2016 book by influence guru Robert Cialdini helps us understand why Hillary was so successful.
Read More
You’re looking to create the perfect customer experience, so you already have a customer survey, what company doesn’t these days? It may even be a regular annual customer survey, because you understand the importance of knowing what your customers think in this highly competitive, turbulent business world.
A recent article by McKinsey Quarterly delved into the importance of a customer feeling as though the service has been personalised for their needs alone.
Read More
If you’re considering implementing SAM but aren’t sure if it’s right for your business, then here is a real example of how SAM has increased results and transformed an already successful company.
Read More
There are a lot of clichés around about success and luck. I often tell negotiators the better your negotiation plan, the better your questions and the better you frame value, the luckier you can be...
Read More
Too many strategic plans become yearly reviews not dynamic plans for how to compete. As Michael Porter teaches, the objective of strategy is to win in the marketplace, delivering superior sustainable performance. His convincing argument requires ...
Read More