Chasing Ravioli (Issue 1029)
In which we are reminded that, no matter how good our offer or relationship is, many clients will always have an eye out for ‘what else is out there.’ Read more »
trusted advisor
Validate and Verify (Issue 1028)
In which we are reminded that, even when apparently well-informed and knowledgeable buyers cast themselves upon us with demands or requests, we can and should pause… and ask questions. Read more »
Walk in the Alternatives (Issue 1027)
In which we are reminded that, sometimes, we have to give even well-informed clients or prospects time to sit with our recommendations and their alternatives before they make decisions. Read more »
Mind On The Gutter (Issue 1026)
In which we are reminded that spray and pray sales tactics usually fail if value is the key to success. Read more »
Slow Down (for the main point) (Issue 1025)
In which we are reminded that, when giving presentations, we should slow down to the speed at which our audiences can comprehend. Read more »
The Living Room (Issue 1024)
In which we are reminded that, while leading a team toward a major sale, it’s good to watch out along the way for organizational “snakes” that may not be so thrilled to see us come past them toward our prize. Read more »
Just Because You’ve Done It (Issue 1023)
In which we are encouraged, at any point in our careers, to invite a coach to watch us perform and share feedback to improve our technique. Read more »
Boards (Issue 1022)
In which we are encouraged to choose at least one board or organization that draws on our deep energy. Read more »
Every Little Clue (Issue 1021)
In which we are reminded to dig behind surface chit chat to learn more about our clients. Read more »
The Recording (Issue 1020)
In which we are encouraged to practice our client conversations more. Read more »
We Are Seriously Social.