In which we learn NOT to use the expression “just like yours” unless we KNOW that it’s true.” “Yes, Mr. Miller, and I’ve worked with dozens of companies just like yours.” Just like mine. I know that, in an enthusiastically ingratiating way, he intended me to feel a great, swelling surge of confidence in his … Read more »

In which we discuss the importance of getting to the point fast, particularly with fatigued clients. My daughter is sitting at the next desk in our basement, hours into pounding away on a school assignment. She turned to me and said, “It’s amazing how much your brain deteriorates when you’re tired.” I thought to myself, … Read more »

In which we discuss the value of understanding”the perfect customer” when prospecting. My daughter is engaged in martial arts training. Last night, as I was (desperately) wanting to crawl into bed, she bubbled, “C’mon, Dad, lemme show you what I learned, no pain, I promise. (Grumble, grumble, “Sure, sweetie,” or words to that effect.) Read more »

In which we learn to consider shorter cycle times when communicating with clients and prospects. How many feet do you use to drive your car? A friend and I enjoy lively discussions of this subject. Read more »

In which we think about how to position our value compared with our competitors on and off the Web. I’ve just returned safely and happily from a business trip. Booked it myself on line. Plane. Car. Hotels. Meals. Click, click, e-ticket, done. Three years ago, I would have called my travel agent. Not so much … Read more »

In which we’re encouraged to write a detailed sales plan to guide our activities. We had a BIG snowstorm here a couple of nights ago. By the end of the storm, 14 snowy inches fell in my driveway. Of course, I wasn’t IN my driveway at the time it was falling. I was 25 miles … Read more »

In which we’re encouraged to set frequency guidelines for touching clients and prospects. Read more »