Painting Pictures to Reduce Uncertainty (Issue 879)
In which we are reminded to reduce the uncertainty people feel about our products or services. Read more »
Positioning Value
Spraying Benefits Sparingly (Issue 877)
In which we are reminded to spray benefits sparingly when we’re presenting solutions to prospects. Read more »
Stick A Fork In It (Issue 872)
In which we reminded to focus prospects on potential bad outcomes if they persist with “business as usual.” Read more »
Why Do You Want to Work With Us?
In which we are reminded to think about why we want to work with each specific client… beyond their money. Read more »
Not Thirsty
In which we are reminded that, even if we provide the best possible water, horses won’t drink if they’re not already thirsty or if we can’t show them that really bad things will happen if they don’t drink now. Read more »
Third Time’s the Charm (Do the Role Plays)
In which we are reminded to persevere and practice when changing or adding something significant and new to our sales patterns. Read more »
‘S’ (Issue 864)
In which we are reminded to design sales presentations so they’re easily understood and useful. Read more »
Absolutely Convinced
In which we are reminded that many clients are motivated to buy more by fear of failure than by positive benefits of change. Read more »
Don’t Do ‘The Hustle’ (Issue 859)
In which we are reminded, “Enough, already, with the boiler room.” Read more »
We Are Seriously Social.