In which we are reminded to focus on the qualities of our clients’ voices to silence our own. There was a summer night, years ago, when I returned to Woods Hole, Massachusetts on the evening’s last ferry from Martha’s Vineyard. While I was staying with friends in Woods Hole, I had been out on the … Read more »
In which we are reminded to look at the big picture of our clients’ challenges, beyond the first symptom. Read more »
In which we are reminded to look “behind the walls” in our clients’ operations lest we miss something that will become a problem. Read more »
In which we are encouraged to prepare in advance to better understand context and significance in our sales calls. Read more »
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 »
In which we are reminded to be careful about when we take short cuts to diagnosis based on experience. Read more »
In which we are reminded that we don’t always hear what we think we’ve heard. Read more »
In which we are reminded to persevere and practice when changing or adding something significant and new to our sales patterns. Read more »
In which we learn to regain the lead in a conversation by eliminating pauses. Read more »
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 »
We Are Seriously Social.