In the 1970s Neil Rackman and his training company Huthwaite developed the SPIN questioning framework, enabling us all to ask the right questions during our meetings with prospective buyers. When used well this ramework takes away the uncertainty about which questions to ask and helps develop...
We all know that asking the right business questions is key to success, asking the wrong business questions can have the opposite effect and that this applies not just in business but in life in general. You’ll know this is true if you have teenagers in...
When it comes to securing existing or future business with your customers then the questions you ask is fundamental to your success. When you ask your customers both ‘happy’ and ‘sad’ questions you build value. Both kinds are needed, and you can learn how to ask both. If...
Build Value - Sell More Your business is successful because you have sales, you have won the business, convinced customers to buy from you and some have bought again and again. The current success of your business is down to your hard work done to win and...
Sharing stories or facts about your business has always been a powerful marketing tool. During the Covid pandemic, the messaging and content that you’ve shared with customers have likely changed very swiftly. More businesses have moved from offline to online in an attempt to either satisfy...
Avoid the business pitfalls of no or bad strategy in your business It’s a sad fact that in business, a good strategy is rare. For example – 26 CEOs of some of the world’s largest electronics companies were asked about the strategy by Anderson Consulting. They were...
Checklists for Business We are all living in a very strange and uncertain time, where the health of the nation matters more than anything else. We have all been asked to adjust our personal and working life so that we can collectively come through this. Staying at home,...
OKRs - Objectives and Key Results. A simple goal-setting system that provides a structured way for teams and individuals to set and achieve their goals. You’d think that Bono (from U2) would be an unlikely exponent of the virtues of OKRs, but nothing could be further from...
There is a multitude of challenges and distractions in your engineering or metal manufacturing business that can lure you away and stop you from focusing on the things that really matter. But when you take the time and effort to develop a good strategy for the...
Choosing business objectives is one of the most crucial yet challenging tasks you will undertake as a business leader, especially now during this uncertain time of turmoil. Get it right and your business survives, get it wrong and you’ll need to re-think and re-assess. To help you...