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 to prepare for five predictable sales objections…. And then to stop asking for 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 brilliant event planners how to prepare and engage prospects and customers. Read more »
In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect. Read more »
In which we are reminded to warm up and rehearse our calls before we sit down with clients. 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 »
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