In which we are reminded that solving a prospect’s problem earns trust and opens the door. Still shivering from the late evening February cold, I shuffled forward in the airport rental car company line as I watched one person after another turn away from the counter, car-less. “So, I’m seeing you have no cars,” I … Read more »
In which we are reminded that many clients are motivated to buy more by fear of failure than by positive benefits of change. Read more »
In which we are encouraged to find small “get started” options when we’re selling major deals. Read more »
In which we are reminded to focus on the problem we are trying to solve rather than particular solutions or approval processes. Read more »
In which we are reminded to stop moaning and just get on with things. Read more »
In which we are reminded, “Enough, already, with the boiler room.” Read more »
In which we recommend that we proactively recommend strategies to clients in advance, before breakdowns. Read more »
In which we are reminded that, sometimes, we need to adapt to our clients’ paces of change. Read more »
In which we are reminded to “stay open and curious” when a particular call objective doesn’t work out. Read more »
In which we experience the power of peer group comparison. Read more »
We Are Seriously Social.