What’s New? (Issue 474)

In which we discuss the importance of taking new ideas and new perspectives to our clients to keep them coming back. Read more »

Selling Past No Close (Issue 473)

In which we consider what to do when we run into someone who has no need, no hurry, or no money. From the “you probably had to be there and I will give it a shot anyway” department: Read more »

Grapes (Issue 472)

In which we are reminded to speak benefits rather than features… And to slow down. Read more »

How Much Is That Doggie? (Issue 471)

In which we are reminded to answer questions with questions and to delay quoting a price until we know what we’re being asked to quote. Read more »

I’d At Least Be Curious (Issue 470)

In which we discuss (at some length) the importance of resonating with your prospects pain points when you’re approaching to begin conversation. Read more »

Whack A Mole Sales (Issue 469)

In which we consider the possibility that we may need to sell transactionally to start consultative relationships. Within the last few weeks, several of our clients have said, almost literally, “I’m too busy to manage.” As in, “I’m too busy to manage my business,” or “I’m too busy to coach my sales people,” or “I’m … Read more »

Moving Target (Issue 468)

In which we are reminded to clear time-wasters from our client lists and project lists in order to create capacity to grow. Read more »

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 »