Product Pushing (Issue 883)
In which we are reminded to sell and deliver (and design and promote) product the way our clients want it done rather than the way we want to do it. Read more »
Better Questions, Listening
I’ll Call You If I Am Interested (Issue 875)
In which we are reminded to ensure that everyone on our teams is prepared to act on opportunities. Read more »
Knee-Jerk Responses Issue 873
In which we are reminded that we miss opportunities when we jump to conclusions too quickly. Read more »
Stick A Fork In It (Issue 872)
In which we reminded to focus prospects on potential bad outcomes if they persist with “business as usual.” Read more »
Head Voices
In which we are reminded to focus on the qualities of our clients’ voices to silence our own. There was a summer night, years ago, when I returned to Woods Hole, Massachusetts on the evening’s last ferry from Martha’s Vineyard. While I was staying with friends in Woods Hole, I had been out on the … Read more »
It Happened One Night (Issue 868)
In which we are encouraged to prepare in advance to better understand context and significance in our sales calls. Read more »
Not Thirsty
In which we are reminded that, even if we provide the best possible water, horses won’t drink if they’re not already thirsty or if we can’t show them that really bad things will happen if they don’t drink now. Read more »
The Curse of Experience
In which we are reminded to be careful about when we take short cuts to diagnosis based on experience. Read more »
What Has to Happen…?
In which we are reminded that we don’t always hear what we think we’ve heard. Read more »
Third Time’s the Charm (Do the Role Plays)
In which we are reminded to persevere and practice when changing or adding something significant and new to our sales patterns. Read more »
We Are Seriously Social.