It Happened One Night (Issue 868)
In which we are encouraged to prepare in advance to better understand context and significance in our sales calls. Read more »
Better Questions, Listening
Not Thirsty
In which we are reminded that, even if we provide the best possible water, horses won’t drink if they’re not already thirsty or if we can’t show them that really bad things will happen if they don’t drink now. Read more »
The Curse of Experience
In which we are reminded to be careful about when we take short cuts to diagnosis based on experience. Read more »
What Has to Happen…?
In which we are reminded that we don’t always hear what we think we’ve heard. Read more »
Third Time’s the Charm (Do the Role Plays)
In which we are reminded to persevere and practice when changing or adding something significant and new to our sales patterns. Read more »
You Pause, You Lose
In which we learn to regain the lead in a conversation by eliminating pauses. Read more »
Leaking Sprinklers
In which we are reminded to meet routinely with our clients, certainly with our most significant clients, so we can anticipate and address challenges early rather than waiting for them to call us once there’s a breakdown. Read more »
Deconstruction
In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one size fits all’ recommendations that miss underlying issues. Read more »
Survival Blinders (Issue 866)
In which we are reminded to keep our antenna up even when we’re under pressure to hit a target. [Text received] “Hey, Nick. Rob Smith here. Were you just in the Orlando airport?” Rob is one of my favorite clients. I received his text a few minutes after I settled into my Jet Blue seat … Read more »
What Were They Thinking? (Issue 865)
In which we are reminded to understand both how and WHY our clients and prospects have organized things the way they have. Read more »
We Are Seriously Social.