Managing Sales Process

Sight vs. Sound (Issue 678)

In which we wonder, how much should we focus on the physical elements of our sales presentations? Read more »

What’s New? (Issue 674)

In which we are reminded to anticipate our clients’ questions and prepare for them in advance. Read more »

Cabaret (Issue 671)

In which we are reminded that our relationships with clients enable them to hear us more clearly. Read more »

Irritating Rituals (Issue 670)

In which we consider whether our moves at the beginning of sales calls may not be so smooth.   Read more »

Four Drops (Issue 655)

In which we are reminded that a BIG part of our roles, as sales people, is to help our clients manage through the change that occurs when they begin to install the services they buy from us. Read more »

Visions of Sugar Plums (Issue 652)

In which one of the biggest sales, ever, reminds us that enrolling prospects and clients in “ visions of the future” helps us seal our deals. Read more »

Hands On (Issue 651)

In which we are reminded that engaging clients “hands on” in our presentations boosts the odds of a sale. Read more »

Too Quick to Answer (Issue 650)

In which we are reminded not to answer questions before we fully understand their intent. Read more »

Excess Parts (Issue 648)

In which we are reminded to smoke out, early,  internal competitors for our proposed solutions. Read more »

Sharpness of Breath (Issue 647)

In which we are reminded not to call another person’s baby ugly. Read more »

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