Problem First (Issue 466)

In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution. Read more »

Sales as Performance (Issue 465)

In which we are reminded that people frequently make decisions based on feelings, first, then on facts. During a heated discussion recently, one of our colleagues growled,  “Facts don’t count.”   At the time, I thought, “What an IDIOT!   Of  COURSE facts count.  This is a BUSINESS we’re talking about.”    But… what if facts DON’T count … Read more »

No Argument (Issue 464)

In which we learn to set context with past – present – future questions  when a client or prospect asks for product information. Read more »

Taking A View (Issue 463)

In which we are reminded that being a good advisor to clients often means leading them. On a recent Friday, I had lunch with a consultant I’ve engaged from time to time.  As we munched our salads, he gently asked a number of questions: Read more »