Looking for Spoons (Issue 475)

… in which we discover the benefits of asking broader questions before we qualify someone for our products. It’s a small cafeteria. Solid food to the right. Salad to the left. Cashier at the end. Read more »

What’s New? (Issue 474)

In which we discuss the importance of taking new ideas and new perspectives to our clients to keep them coming back. Read more »

Selling Past No Close (Issue 473)

In which we consider what to do when we run into someone who has no need, no hurry, or no money. From the “you probably had to be there and I will give it a shot anyway” department: Read more »

Grapes (Issue 472)

In which we are reminded to speak benefits rather than features… And to slow down. Read more »