092908 Overcoming Objectiones

In which we are reminded that “overcoming objections” is not consistent with collaborative, partnership, trustworthy selling. Read more »

092208 Establishing Rapport – The Letter

In which we are reminded that five spoonfuls of sugar before the medicine is better than one. My mother’s brother, Jack, was a banker. Let me rephrase that. A Banker. Capital “B.” Born in the early 1900s in England, on the wrong side of the class divide, he rose to become branch manager of a … Read more »

091508 Tailored Approach

In which we learn to open communications with prospects using something THEY are interested in. So, my first child is at college now. First year. Good news and bad news. I haven’t heard from him much. He doesn’t return my phone calls. Doesn’t reply to my text messages. Doesn’t write back when I email him. … Read more »

090808 Finding Your Fit

In which we are reminded that not every prospect is worth our full attention. When I heard Al Hirt (jazz trumpet player popular in the 1950s and 1960s) play the song, "I Can’t Get Started," as a 10 year old, I fell in love with that song and the horn. Read more »

090108 How Quickly We Forget

In which we are reminded to mind our prospects and clients why they wanted to talk to us in the first place. Remember the line, "When you’re up to your a** in alligators, it’s easy to forget the objective was to drain the swamp"? Early one morning last week, I began reading a proposal we … Read more »