Skills and Behaviours

Don’t interrupt!

May 8, 2013

Guest blog from Robert Terson – author of ‘Selling Fearlessly’ I know a person who is a serial interrupter – and I’m not exaggerating in the slightest; every time I’ve been in his presence it’s been a constant annoying phenomenon. Annoying and blatant to the point that I don’t want to be around him. He’s close to [...]

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Rasheed Ogunlaru interviews David Tovey

May 7, 2013

Principled Selling video interview. Rasheed Ogunlaru, author of ‘Soul Trader – Putting the Heart Back Into Your Business’  interviews David Tovey about Principled Selling in a sunny and breezy Green Park, London.  

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6 reasons to be great at asking questions

February 19, 2013

Asking insightful questions is a key communication skill for business winners and leaders. Why? 1)    Insightful questions can cause another person to reflect, and think deeply about issues that your questions made them aware of. 2)    Great questioning allows you to lead a conversation with a light touch – keeping it on track with leadership [...]

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Asking for commitment – without ‘closing’

January 28, 2013

Get better at asking You won’t win business unless you know how to ask for commitment from your customers or clients. There is sometimes a perception that gaining commitment is about doing things to prospects – persuading, convincing, being gung ho, handing objections, moving things forward and ‘closing’ the deal. It’s a perception based on [...]

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My word is my bond

December 13, 2012

Reflections on trust in business 2012 Human relationships and therefore business relationships depend on trust. Trust that others will keep their word and do what they say they will do. Thinkers such as Jean-Jacques Rousseau have argued that trust is a sort of social contract that helps society work – if I can trust what [...]

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Shut Up, Move On!

December 5, 2012

The good days take care of themselves We all have good days and we all have not so good days – stuff happens. People you thought you could trust let you down; a deal you thought was in the bag doesn’t happen; a sickness bug flies around the office; the papers seem full of bad news (which they [...]

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People belong in a community, not on a spreadsheet!

November 7, 2012

Technology connects – people build relationships.  Jim Connolly has kindly given his permission for me to reproduce a post from his blog. As the debate about automating content marketing and social media gathers momentum I thought it makes a great point about keeping it human. How to build a massively valuable blog, using a more [...]

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Principled Customer Service

August 6, 2012

You delivered as promised – well whooppee do! I was having a conversation with the sales director of a leading technology business last week when he told me his company had recently lost a long standing key account to a competitor. His main complaint was that the customer had never complained even though he admitted the relationship was [...]

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Doing the right thing – principled business development

July 6, 2012

Muscle learn OK, I’m as irked by the banking scandals and unfair severance packages as anyone else – but my day job comes first in my list of what to focus on today. Most of us have to be more concerned with selling products and services that don’t come back to customers who do. To [...]

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Doing the right thing – bringing principled behaviours to business

July 3, 2012

So Bob Diamond and Co of Barclays Bank resign amid accusations of interest rate fixing and miss-selling of products to already hard pressed businesses. The latest in the long running saga of financial institutions falling far short of the standards expected is being played out in the media day by day. Politicians, regulatory bodies, journalists, [...]

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