What’s Been Happening? (Issue 942)
In which we are reminded that price is often, perhaps even predominantly, not the reason that our prospects defer or decline our offers. Read more »
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Missing The Point (Issue 941)
In which we are reminded to look at the outcomes our clients are seeking to achieve (in addition to understanding what they’re asking for). Read more »
Hacking In (Issue 940)
In which we are reminded that patient research about prospects is a critical element of “getting in”. Read more »
Assessing Buyer Risk Appetites (Issue 939)
In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services. Read more »
Five Fast Ones (Issue 938)
In which we are reminded to prepare for five (or any) predictable sales objections. Read more »
Please… Show Me How (Issue 937)
In which we are reminded to be sure… really sure… that our clients know how to use and benefit from the stuff we sell them. Read more »
Curating Content (Issue 936)
In which we are reminded to curate and share with our clients good content wherever we find it! Read more »
Differentiating Consistency (Issue 935)
In which we are reminded about consistency in the elements that differentiate us from other sales people and suppliers. Read more »
Future Vision Benefits (Issue 934)
In which we are reminded to make some benefits personal when we’re positioning our product or service benefits. Read more »
Two Doctors (Issue 933)
In which we are encouraged to lead our clients to new insights rather than reacting to their requests or complaints. Read more »
We Are Seriously Social.