29 Years Of Business Lessons To Help You Scale
Accelerating Sales to Scale your Business
During Paul’s 29 years in business, in corporate and as a business owner, he documented daily reflections to learn from his experiences. In this solo show, he shares some of the lessons he learned along the way.
1:23 – Documented daily reflections about my days in corporate and as a business owner.
2:01 – Charge what you are worth
2:19 – Sell the highest ticket item first
2:38 – Let go
3:04 – Measure results
3:33 – Ruthless on client qualification
4:19 – 3 big decisions a quarter
5:02 – Diagnose, then prescribe
5:18 – 90% of sales call on the pain and personal impact
6:11 – Cash is critical
6:21 – Progress, not perfection
6:47 – Get mentored by someone who has walked in your shoes
7:10 – Listen and never go one-upmanship
7:34 – Don't be first to your emails
8:34 – Time blocking
09:07 – You should treat every person in your life with respect, no matter what they can do
9:41 – Wait 4 seconds before talking
11:03 – Three key actions from today
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16 business lessons to scale faster
1. Charge what you are worth: You only have to be better than the person you are helping to be an expert.
2. Sell the highest ticket first: Then you can extend other services after that. And the most important thing, you can learn and then scale.
3. Let go: This is a lot easier said than done. Let go of tasks others can do and focus on things only you can do.
4. Measure results: I put qualitative and quantitative goals in the proposal, and then I measured them monthly to let people know how we were progressing against them.
5. Ruthless client qualification: To qualify, you must niche down first. And then, follow clear criteria on who you’re working with.
6. Three big decisions a quarter: Focus on the key actions that had a material impact on your business.
7. Diagnose then prescribe: Dig into the true reasons before jumping to solutions.
8. 90% of sales call on the pain and personal impact: Focus on the pain and the personal impact of the person that’s buying.
9. Cash is critical: You should always have three months’ expenses in the bank account.
10. Progress, not perfection: Focusing on perfection will slow down the whole scale cycle.
11. Get mentored by someone who has walked in your shoes: I turned to James Schramko from Superfast Business, and he saved me enormous time.
12. Listen and never go one-upmanship: “People think about themselves morning, noon and night”: Napoleon Hill.
13. Don’t be first to your emails: Someone in my team goes through my emails first. That saves me a huge amount of time and distractions.
14. Time blocking: I love working in 30-minute blocks on one specific task, and I time myself, recorded on Toggl. At the end of each week, I look at the amount of time I spent on sales, marketing and clients, my three most important things.
15. You should treat every person in your life with respect, no matter what they can do: Ask about their families and their lives, and always be courteous.
16. Wait 4 seconds before talking: We all know the power of listening, but how often do we work against this by speaking too soon? In a sales call, I wait four seconds, It feels like forever, but it’s just incredible. The number of conversations I’ve learnt from, by waiting there.
Three key actions from today
- Rate yourself against the 16 lessons, 0 to 10.
- Prioritise the 5 with the lowest rate by importance
- Act on one. Don’t try to do all at the same time.
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