In which we are reminded to help clients simplify their purchases of complex products by recommending options based on how they use them and likely outcomes (advantages and benefits) rather than technical wizardry (features). Read more »
In which we are reminded, when our services require clients to change beliefs or business practices, to start them off small (pilots, etc.) so they become familiar and buy in to the change. Read more »
In which we are reminded that sometimes, even when danger is present or approaching and we can help, we can’t force clients to buy. We have to prepare ourselves and wait for them. Read more »
In which we are reminded that, when competing with skilled practitioners: If we mis-time the start, whether sail boat race or sales cycle, it’s very hard to make up ground. Read more »
A friend’s story, in which we are reminded to be fully present when leading or selling. Read more »
In which we are reminded to find ways to say “yes” when the “by the book” answer is, ‘no, we don’t do it that way.” Read more »
In which we are reminded that, with a new client, a little extra generosity framed with careful positioning can go a long way toward generating significant good will. Read more »
In which we are reminded to clarify the intent behind client and prospect questions. In the Swiss Alps, there’s a cogwheel train that runs from Lauterbrunnen up to Wengen, about 1600 feet higher. Wengen is “car-free” (also, possibly, care-free, we’ll cover that another time). From Lauterbrunnen and all points, the cogwheel train is the only … Read more »
In which we are reminded to ask ourselves, “If a client can’t see all the work that’s coming when they implement what they’re buying, should I help them see it?” Read more »
In which we are reminded, when others sing our praises, to say, ‘thank you’. Read more »
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