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viii • The100Greatest Ideas for Building the Business of Your Dreams
Six Greatest Ideas far Selling Big Ticket Items - 75
Business to Business
75
Idea 48 - Sell a solution to a problem or an opportunity 76
Idea 49 - Sell high 78
Idea 50- Sell wide 79
Idea 51 - Sell the right benefits to the right person 80
Idea 52 - Qualification is a continuous process 91
Idea 53 - Use radar to plot your position
Five Greatest Ideas for Managing Your Bank 95
Idea 54- Get the basics right 95
96
Idea 55- KISS and TICK 97
100
Idea 56 - Keep your cashflow document up to date 100
Idea 57 - Smile until your face aches
Idea 58 - Go for as much as you can get
Five Greatest Ideas for Running the Board Effectively 103
Idea 59- Keep an honest boardroom 103
Idea 60 - Give your non-executive directors huge credence 104
Idea 61 - Do regular stakeholder analysis 105
Idea 62 - Choose the right accountants 106
Idea 63 - Understand your roles and responsibilities 107
