Ten Rules of Ethical Selling: #1 – Diagnose Before Prescription

If a doctor would prescribe medication or treatment without doing a proper diagnose, it’s called malpractice. It’s the stuff that hurts patients and get doctors sued, and rightly so. It’s not just legal obligation and best practice: it’s the right thing to do. As a business owner, our responsibility is not very different. Yet each […]

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What Fronting a Band Taught Me About Selling

It had been years – decades, really – since I’d been in a situation like this: On a ‘stage’, with a band, guitar around my neck, in front of an audience… and I was loving every second of it. (‘Stage’ in quotes, because really it was ‘us against the back wall in a local restaurant […]

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Buyer Psychology, Price, Impact&Value

There’s a common misconception in the mind of many business owners: That selling at a lower price point makes it easier to earn a living or make a profit. But that’s the kind of sloppy thinking that makes for a tough business to run. Think about it: For every lead that you create, you have […]

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How to Improve Your Marketing and Sales: Apply Empathy and Generosity

If ever you wonder why your marketing isn’t working better, ask yourself: “Have you built enough generosity into it?” If the answer is ‘yes’, ask: “Am I being generous to the ‘wrong’ kind of person?” Because if you give to takers, your gift goes nowhere and your generosity is wasted. Adam Grant writes about givers, […]

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Buyers Are Not Liars

In the world of conventional sales (as opposed to ethical sales, the way I teach it), there’s a saying that ‘buyers are liars’. Which in itself is pretty nasty and cynical thing to say – and complete devoid of empathy (where empathy is, again, part of the way I teach selling). Sure, a person might […]

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What Do You Do?

It’s one of the hardest questions to answer for most any business owner. In far too many cases, the answer is ‘I am a designer’ or ‘I’m a consultant’ or ‘I’m a personal coach’ – but that’s not an answer to the question. They’re asking what you *do*, not how you identify or label yourself. […]

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Never Let Bad Become the Baseline

You may have heard me say it before: any skill or talent is also an achilles’ heel, and vice versa. An ability to listen deeply can cause you to not speak when the other person needs you to. Creative skills can work against you if you lean into them so much that you don’t take […]

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Buyer Objections and the Dreaded No… What if It’s an Invitation?

The other day, someone said: “When a buyer tells me no, or that they don’t have time to talk about my offer, I’m not really sure what to do. “Usually, I default to trying again, push a little harder, try a different angle”. Yesterday, someone else said: “When they tell me no, I just considered […]

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Good Ideas? Volunteer Nothing

Good ideas abound, and they’re a dime a dozen. But unless someone accepts a good idea, it’s little use. And each day, we volunteer our good ideas to others. “This thing would really help you!” “Have you tried XYZ?” “Dude, you’re holding it wrong – that’s not how it works”. “Darling, maybe we should stop […]

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Beware of Business Cannibalism

It’s such a tricky trap, so easy to fall into: Doing the work that supports your business, while postponing the work that grows it. Your site, your social media updates, organising your files, emptying your inbox… And while all those things are helpful, or useful, or even necessary, they should never be allowed to cannibalise […]

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