Hold That Thought (Issue 563)

In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.” Read more »

What If (Issue 562)

In which we are reminded to poke our clients’ and prospects’ assumptions, the better to recommend solutions and to increase the value of our discussions with them. Read more »

Five Fast Ones (Issue 561)

In which we are reminded to prepare for five predictable sales objections…. And then to stop asking for them. Read more »

Two Months Free (Issue 560)

In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »