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 »
In which we are reminded that we can control and modify our personal brands. At the end of a dinner, I watched my companions sign their credit card slips. Read more »
“Thanks for the discussion. I’ll send you a follow up note summarizing our conversation and next steps.” Sounds like a reasonable way to end a call, yes? “So what?” Read more »
In which we learn the value of asking questions about value. “Why are you doing that?” A daughter’s question to her father while watching him struggle with household task. Read more »
In which we see our value through the counsel we provide. “So, you’ve been working for a bank…. What the h*ll do you know?” Read more »
In which we’re reminded to ask about our clients’ listening before we begin speaking. “Dad, why does an apple turn brown?” Read more »
In which we discuss a difference between “consultants” and “needs satisfiers.” I was sharing stories with another business owner this week, discussing succession planning. At one point he said, “I hired a guy, thinking he would develop into someone who could eventually lead the firm.” Read more »
In which we are urged to get right to the point in written correspondence. A letter received this week. From an investment company. Playing the “fear” card boldly. Read more »
In which we learn the value of “putting people in their story” when selling. She was crisp, smart, blonde, and she left with a check. A V E R Y big check. After she left, my wife looked at me and said, “I wasn’t planning to buy this morning, were you?” Read more »
In which we’re reminded to give a BRIEF introduction to ourselves and our companies when starting a conversation. You would never do this. It was probably my fault. Maybe I just set him up the wrong way. Read more »
