Earthquake Impact

In which we offer three ways to present your value proposition to clients and prospects. A couple of weeks ago, sleeping peacefully on day five of my vacation, I was jarred awake by an earthquake. BAM! The building in which I was sleeping rocked hard for a second. Read more »

Opening Up

In which we discuss questions we can use to broaden narrow relationships. My son and I have seen a movie – a variation on the boy meets girl theme – in which, after a long period of time, the relationship broadens from long time friends to ‘more than friends.’ Deliciously awkward moments Read more »

The Job Interview

….In which we discuss preparing to “get hired” by your prospects. Your first few (one, two, ten) sales calls on a prospect are a job interview. You’re wanting to be “hired” by your prospect. How do you view and prepare for these calls? Read more »

If They Don't Want to Go There

In which we discuss what to do if a client doesn’t want to answer questions about details. Last week, we suggested… “When we’re selling products or processes that improve our clients’ operations (from cash management to document processing to any number of industrial products)…. Read more »

If They Don’t Want to Go There

In which we discuss what to do if a client doesn’t want to answer questions about details. Last week, we suggested… “When we’re selling products or processes that improve our clients’ operations (from cash management to document processing to any number of industrial products)…. Read more »

Staple Yourself

In which we suggest stapling yourself to a dollar flowing through a client’s company. As parents of teenagers, we hear the following dialog frequently: Us: Hey, welcome home. How was your evening? Them: Good. Read more »