Brilliant at the Basics of Business (v2) 100, 49 Ask

At the prospect review meeting, ask probing questions. These are questions asked of the salesperson about their pipeline of business. Ask until he/she falters. At which point you know there is work to be done.

 Fast-Track with The Book

B@BofBiz One talk normally

B@BofBiz Two first impressions

B@BofBiz Three: make price the smallest issue

B@BofBiz Four: your brand reality

B@BofBiz Five: success can destroy you 

B@BofBiz Six if you are serious, then 0825 not 0832

B@BofBiz Seven forget 'closing' techniques

B@BofBiz Eight your business isn't special

B@Bof Biz Nine one 3 x 5 card

B@Bof Biz Ten PPT slides: are they real?

B@Bof Biz Eleven Stop wishing, start selling

B@BofBiz Twelve Don't Walk By

B@BofBiz Thirteen Are you excited about your business?

B@BofBiz Fourteen Quarter to quarter: no limping.

B@BofBiz: Fifteen Agility

B@BofBiz; Sixteen No 'about'

B@BofBiz: Seventeen Train Your People.

B@BofBiz: Eighteen Planning is good. But it isn't reality.

B@BofBiz: Nineteen Everybody Sells

B@BofBiz Twenty Simply Be Better

B@BofBiz Twenty One Watch The Numbers

B@BofBiz Twenty Two Price To Sleep Well

B@BofBiz Twenty Three Now. Only now. Have that coffee.

B@BofBiz Twenty Four Some are just messers. Let them go.

B@BofBiz Twenty Five Don't Wait for luck

B@BofBiz Twenty Six Is The Customer Always Right?

B@BofBiz: Twenty Seven What's with the rivalry, huh?

B@BofBiz: Twenty Eight Do Not Set Price Quickly

B@BofBiz: Twenty Nine Know Where You Make Your Money

B@BofBiz: Thirty Keep it Lean, Mean and Frugal

B@BofBiz: Thirty One: Get Closer

B@BofBIz: Thirty Two: Stay Alert

B@BofBiz: Thirty Three: Get skilful

B@BofBiz: Thirty Four: What would you do differently?

B@BofBiz: Thirty Five: What are you reading?

B@BofBiz: Thirty Six: Plan-Do-Review

B@BofBiz: ThirtySeven: Not Just KPIs

B@BofBiz: ThirtyEight: Not Just Job Title

B@BofBiz: ThirtyNine: Don't Love Every Customer

B@BofBiz: Forty: Respect the Relationship

B@BofBiz: FortyOne: Get to the Airport Early

B@BofBiz: FortyTwo: Write Better Notes.

B@BofBiz: FortyThree: Pure Gold for Performance Improvement.

B@BofBiz: FortyFour: Get On With It

B@BofBiz: FortyFive: Have A Plan

B@BofBiz: FortySix: Make it Easy

B@BofBiz: FortySeven: Give it a Go

B@BofBiz: FortyEight: Don't Mess About