Domination (Issue 429)

In which we propose collaborating as an alternative to overcoming. Teenager standing in kitchen. 9:00 pm. Car keys in hand. Preparing to go out with friends. Parent: “No, it’ll keep you out too late.” Teenager: “No, it won’t. I don’t have to be at work tomorrow until 9:00; I can sleep later in the morning.” Read more »

Can You Introduce Me (Issue 428)

In which we’re encouraged to ask for referrals based on the problems we solve rather than our products. “Can you introduce me to some people?” Read more »

Moving Up (Issue 427)

In which we discuss strategies for obtaining a larger share of the high margin business. “Hey, why can’t I have that? … Why did he get so much more than I did?…. That’s not fair!” Sound familiar? Ever said those words or had those thoughts as a child or as an adult? Read more »

Perfect Beaches (Issue 426, A Summer Rerun)

In which we are encouraged to define target prospects more carefully for referral sources. Our rainy summer in New England this year reminds me of the year I took my children to Cape Cod for a week. Yes, it rained that week, too, and when the sun appeared in strength, we decided to head to … Read more »

Not Aligned (Issue 425)

On the Fourth of July, there is no other city on the planet in which I’d rather be than Boston. Yesterday, sun and warmer temperatures broke a long string of foggy, misty, cool spring days and the city came alive. We met people from Portugal, Russia, and a dozen U.S. states as we participated in … Read more »

So I Talk A Lot (Issue 424)

In which we learn a technique to deal with dreaded silence and wandering conversation. “I can’t hear very well, so I talk a lot.” Read more »

Seeing the Flaws (Issue 423)

In which we’re reminded to dig into details when we ask questions. If you were to ask me, “how’s your house?” I would say, “Great…. a couple of creaks and groans and… just fine” However, if you were buying my house, you’d bring your team of inspectors and you’d find a lot to write down … Read more »

Homework (Issue 422)

In which we learn to pay attention to obvious and less obvious loyalties and connections. June 10, 1993 was a to-live-for June day in Boston; the view from mid-way up the Prudential Center was spectacular. That morning, I called on a senior sales training manager at Gillette in the Prudential Center.  He was tall, lanky, … Read more »

The Walk to the Door (Issue 421)

In which we are reminded to prepare for the “meeting after the meeting.” They’ve had a lovely evening together. Dinner, sparkling conversation, and a play, topped off with cappuccino and a deeply chocolate dessert, shared and savored. They’re returning, now, walking up the path toward her front door, both minds spinning. Read more »

Stay Close (Issue 420)

In which we’re refresher on the importance of swimming in the water with our clients. One of my children’s greatest fears is that their mother will become the school nurse in their next school, peering into lice, ears, noses, and throats of friend and foe alike. Ugh! Read more »