(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 »
Positioning Value
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 »
Reasons to Meet (Issue 490)
In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach. We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time. Read more »
Follow the Steps (Issue 487)
In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes. Read more »
Do Not Confuse Effort with Results (Issue 483)
In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title. Read more »
Playing to Space (Issue 476)
In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients. Read more »
Problem First (Issue 466)
In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution. Read more »
Globe Corner (Issue 441)
In which we are reminded to continue developing our personal expertise, investing in ourselves. “I wonder how this book store is different from the Harvard Coop and the other bookstores within two blocks of here?” Read more »