Weekly Sales Thoughts

The Partner’s Question (Issue 417)

In which we see our value through the counsel we provide. “So, you’ve been working for a bank…. What the h*ll do you know?” Read more »

Presents (Issue 416)

My wife’s grandmother, Gramma Donahue, many times instructed her children and grandchildren, “Never go visiting with one arm as long as the other.” Read more »

Are You Talking to Me? (Issue 415)

In which we’re reminded to ask about our clients’  listening before we begin speaking. “Dad, why does an apple turn brown?” Read more »

Am I More Comfortable Now? (Issue 414)

In which we learn to not to assume that clients want to fix their problems. I married a nurse. I’ve developed a taste for stories that capture staff and patient life in hospitals. One of my favorites: Read more »

Leadership (Issue 413)

In which we discuss a difference between “consultants” and “needs satisfiers.” I was sharing stories with another business owner this week, discussing succession planning. At one point he said, “I hired a guy, thinking he would develop into someone who could eventually lead the firm.” Read more »

Errands (Issue 412)

In which we are urged to protect our profits in escalating negotiations. My wife (who expertly manages our household day to day) sometimes asks me to run errands for her on a Saturday morning. Typically, we discuss her list and I head out the door. Then the most amazing thing happens. Read more »

Knightly Tales (Issue 411)

In which we are encouraged to hear our clients stories as guidance toward the solutions they need and want. I could not stop myself. I had to tell my company’s story. Last Wednesday, I sat with Clarity’s Practice Manager, Maureen, at our conference table in the company of the very wonderful Susan, an expert in … Read more »

The Job Interview

….In which we discuss preparing to “get hired” by your prospects. Your first few (one, two, ten) sales calls on a prospect are a job interview. You’re wanting to be “hired” by your prospect. How do you view and prepare for these calls? Read more »