Distracted (Issue 467)

In which we’re reminded of the value of periodically reviewing our clients and accounts so that we’re not surprised by changes.. Read more »

Problem First (Issue 466)

In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution. Read more »

Sales as Performance (Issue 465)

In which we are reminded that people frequently make decisions based on feelings, first, then on facts. During a heated discussion recently, one of our colleagues growled,  “Facts don’t count.”   At the time, I thought, “What an IDIOT!   Of  COURSE facts count.  This is a BUSINESS we’re talking about.”    But… what if facts DON’T count … Read more »

No Argument (Issue 464)

In which we learn to set context with past – present – future questions  when a client or prospect asks for product information. Read more »

Taking A View (Issue 463)

In which we are reminded that being a good advisor to clients often means leading them. On a recent Friday, I had lunch with a consultant I’ve engaged from time to time.  As we munched our salads, he gently asked a number of questions: Read more »

Trusted Advisors Redux (Issue 462)

In which we search for the trail head of the path to becoming clients’ Trusted Advisors. We recently conducted some research with one of our client’s small business owner customers, owners of companies with sales in the $2 million to $5 million range. We asked them a series of questions about their companies, their banking … Read more »

Ready Comprehension (Issue 461)

In which we are reminded to listen beyond the point at which we think we know the solution to a client’s problem or challenge. Read more »

Getting Through Gatekeepers (Issue 460)

In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party. “Getting though gatekeepers” continues to be a hot topic. When we can’t get referrals to our target prospects from people they trust, we’re left … Read more »

The Engaging Game (Issue 459)

In which we are reminded that starting conversations with people is the heart of prospecting. “We are trying to break through the noise and we are using all these scripted lines,” he said, referring to calling prospects for appointments. “At some level, what we need to do is ‘connect with people,’ and start conversations and … Read more »

So What (Issue 458)

In which we learn the importance of asking for the story behind the story before we present our recommendations. Someone made the mistake this week of asking me, “If you could only teach one skill to improve sales performance, what would it be?” That’s a question akin to, “If you could boil the meaning of … Read more »