Managing Sales Process

No Sail

In which we are reminded there’s no point in selling to people who aren’t buying, hoping they will. Read more »

Dance to THEIR Tune (Issue 952)

In which we are reminded to dance with clients’ answers to our questions rather than sticking to our own agendas and tasks. Read more »

Holding Their Hands (Issue 951)

In which we are reminded to ‘be there’ with our clients when they hit the first post-purchase wall. Read more »

Close Shaves (Issue 950)

In which we are reminded to take our time and patiently prepare ourselves. Read more »

Changing the Blade (Issue 948)

In which we are encouraged to establish routine reviews of client satisfaction and product performance. Read more »

One or Two Will Do (Issue 946)

In which we are reminded to limit our responses to client questions to one or two ideas at a time. Read more »

Wear The Rubber Gloves (Issue 944)

In which we are reminded that, sometimes, clients need something more than short “log on and follow the prompts” instructions to implement (what we think are) simple procedures changes or products we’ve sold them. Read more »

What’s Been Happening? (Issue 942)

In which we are reminded that price is often, perhaps even predominantly, not the reason that our prospects defer or decline our offers. Read more »

Two Doctors (Issue 933)

In which we are encouraged to lead our clients to new insights rather than reacting to their requests or complaints. Read more »

Product Pushing? (Issue 930)

In which we are reminded that pushing product or restricting client choices aren’t, by definition, bad practices. Read more »

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