The Great Q&A Dilemma

I was in China on business last year and discovered that one of their sporting passions in table tennis. I was amazed at how quick the players are batting the ball backwards and forwards without taking their eye off the game. That’s exactly how you should run a Q&A session. Here’s lots of tips and ideas for doing so, in no particular order. However, a Q&A should follow an order. Never at the end, mostly just before the end so you can finish on your planned high. I’ve staggered my…

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Sack the Bottom 10%

Sometimes you’ve invested so much into a project; you’re wary of pulling out. For example, I bought a collection of lights for my video studio, huge barn-door halogen lights which cost over £500 and meant you suffered sunburn every time you worked under them. Along came LED lights which emit next to no heat. Initially, I was wary of disregarding the barn doors since I’d spent so much on them, reluctant to make a move. It’s similar in sales or professional advising. Have you been prospecting the same customer forever?…

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