The Value We Bring to the Table (Issue 590)
In which we are reminded not to fall for the bait of taking an order just because the customer asked for it. Read more »
Positioning Value
Make It Specific (Issue 588)
In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us. Read more »
Reflections on Values and a Life (Issue 571)
In which we are reminded that we influence our clients through both the value of the solutions we offer and our personal values. My mother in law, Irene, would have been 97 years old this last March. She passed just after Christmas, 2011, falling a few months short of reaching one of the most eagerly … Read more »
(Sometimes) It Isn’t Only About the Money (Issue 529)
In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »
Sell the Strengths (Issue 527)
In which we are reminded to sell the strengths we have rather than those we wish for. Read more »
What Will They Miss? (Issue 503)
In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us. Read more »
Connections That Can Be Trusted (Issue 493)
In which we discuss the power of referrals rather than magic words to secure appointments with prospects. In our neck of the woods, Harry Potter movies appear on various cable channels almost as frequently as “storm chaser” programs featuring lunatics who chase or who are chased by tornadoes. Read more »
We Are Seriously Social.