So What (Issue 458)

In which we learn the importance of asking for the story behind the story before we present our recommendations. Someone made the mistake this week of asking me, “If you could only teach one skill to improve sales performance, what would it be?” That’s a question akin to, “If you could boil the meaning of … Read more »

Give Me One Good Reason (Issue 457)

In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects). I’m listening to my 18-year old daughter call a friend. She wants to “do something.” It sounds something like this (I can hear half the conversation): Read more »

Knives for Neighbors (Issue 456)

In which we are reminded about the power of referrals and associations to accelerate contact with prospects. “They’re great knives,” my newly trained son intoned. “Here, let me show you.” And with that, he was off and cutting, working us through his demonstration. “…And if you need them sharpened, you send them back to the … Read more »

What’s That You Say? (Issue 455)

In which we offer five strategies that respond when a prospect says “I don’t need what you’re selling now.” A lotta cats get stumped when prospects say, “no, not interested now.” Read more »