In which we are reminded that one key to cross selling is understanding clients goals’ and destinations. Read more »
In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence. Read more »
In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.” Read more »
In which we are reminded to poke our clients’ and prospects’ assumptions, the better to recommend solutions and to increase the value of our discussions with them. Read more »
In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »
In which we learn from an America philosopher a question of discovery Read more »
In which we explore questions to get beyond small talk. Read more »
In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?” Read more »
In which we are reminded not to ask the question, “What keeps you up at night?” Read more »
In which we are reminded to reflect on the emotional side of business as well as the facts. Read more »
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