In which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early. Read more »
In which we are encouraged to take the stories we hear as a starting point, not the last word. 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 overcome one set of survival instincts so we can pay attention to another. Read more »
In which we are urged to carve out the time needed to research and prepare for sales calls. Read more »
Taking a risk I may lose the desert denizens and apartment-dwellers in the crowd… In which we are reminded to adjust our questioning to the circumstances rather than using ‘one size fits all’ profiling methods. Read more »
In which we are reminded to be careful about “sharing our experience” until we understand the details, no matter how tempting. Read more »
In which we are reminded that buyers sometimes stop or slow down their processes with us because of related or unrelated issues. Read more »
In which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions. Read more »
In which we are reminded that complaints or expressions of interest are not sufficient foundations to pitch. Read more »
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