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Sales theory is all well and good but this is more fun and productive.

Clive

1/ Identify a high-value, high payoff client development activity.

eg. You want a better sales meetings, so experiment with:

  • Building rapport and trust.
  • Talking while sketching out a 2x2 framework.
  • Asking provocative questions (with precision).
  • Explaining your point-of-view clearly.
  • Giving other people attention and listening.

Each of these can form a separate experiment. You get the idea?

2/ Prioritise this and spend time on it every day for a week.

If necessary work with an accountability partner, or a coach.

3/ Notice what happens, journal it, and report back.

Experiment are free, effective, learning.

Huge upside. very little downside.

The Influence Briefs

Clive

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