PSA on innovation
Jobs To Be Done is a theory with 2 approaches. They both center on how to find the thing that makes customers tick. This, based on markets and needs. One of them (by Tony Ulwick) has this assessment tool: https://strategyn.com/innovation-assessment You might want to give it a try. 🙂
The first to speak. And the last to speak.
Timing. In sales and negotiation dynamics, it’s all about who has the more power —there’s always one who wants it more. When to be the first to speak? In my experience, talking money early (no, not the first thing that bursts out of your mouth as “What’s your budget?”) gives you an advantage. It enables you to: Be comfortable talking money. Anchor high. Lead the conversation with your rules. If it’s your prospect the one who talks money first, they’ll be in more control of the conversation….
Making everyone happy
Or at least, avoiding making anyone upset. Nice thought, but nonsense. Utopia. You can’t make everyone happy. Unless you’re laughing gas. (And even then.) Your decisions will impact your business, your customers and your relationships. And you can’t make everyone happy. Business-wise, they’ll upset people —within your business, within your market, or within your customer base. Yet, avoiding making a decision because of the fear of what might come up will not make the situation better when…
