Be Specific

In which we learn to ask direct questions to elicit direct, factual answers. Last week, we invented “Nick-Speak.” Read more »

Every Time

In which we’re encouraged to focus on customer interests, even if our companies are product focused. My daughter wants to redecorate her room. Eight years ago, when we moved into the house, my wife chose the paint and trimmings for the room. Now, my daughter wants a change – the paint, the furniture, and the … Read more »

You Know What?

In which we learn a three word question that focuses our sales approaches. My mother, born in 1917 and raised in England, detested certain American turns of phrase, chief among them, “You know what?”   Read more »

You Wouldn't Want To Do That

In which we are reminded to ask a question and clarify before expressing a point of view. We have the possibility of bunking and entertaining some ‘snooty’ out of town guests. They asked us to reserve space in a snooty hotel. Oh, joy. Read more »

You Wouldn’t Want To Do That

In which we are reminded to ask a question and clarify before expressing a point of view. We have the possibility of bunking and entertaining some ‘snooty’ out of town guests. They asked us to reserve space in a snooty hotel. Oh, joy. Read more »

Table Stakes

In which we are urged to balance our sales pipelines for best results. Summer camp is over. Parents Weekend. The conclusion of a three-week, 300 camper performing arts camp in the middle of upstate nowhere for my daughter, an exhausting frenzy of plays, improvs, musicals, recitals, and revues.  And, speaking of frenzies, camp meal times Read more »

Make An Offer, Part 2

In which we look to emerging trouble or rising opportunity to attract prospect attention. More than once this decade, I have asked a motionless teenager: ‘What are you going  to do this afternoon?’ The leaden replies, ‘I don’t know…………. I can’t think of anything.’ Read more »

Make An Offer

In which it’s suggested that we state a point of view to attract prospect attention. A friend called to share a story. [He knows I’m partial to banks, so this is a bank story, and it could just as easily apply to any business.] He’s sitting in his office, minding his own business, and the … Read more »

It’s Good To Have A System

….In which we discuss the importance of systematic follow up. Two months ago, on May 29, I shared a story about Kevin-the-carpet-guy who called my office phone with the following message. “Hi, this is Kevin, and I’m in the carpet and upholstery cleaning and duct and vent cleaning business.” Read more »

Earthquake Impact

In which we offer three ways to present your value proposition to clients and prospects. A couple of weeks ago, sleeping peacefully on day five of my vacation, I was jarred awake by an earthquake. BAM! The building in which I was sleeping rocked hard for a second. Read more »