Cheering Section (Issue 904)
In which we are reminded that our post-purchase encouragement to our clients can make a big difference in their implementation experience and their commitment to future purchases. Read more »
Positioning Value
A Seller’s Guide to Gift Giving (Issue 885)
In which we are reminded that, frequently, the best gift ideas are the ones not requested. Read more »
Product Pushing (Issue 883)
In which we are reminded to sell and deliver (and design and promote) product the way our clients want it done rather than the way we want to do it. Read more »
Make Some (Client) Memories (Issue 881)
In which we are reminded to make memories with clients worth telling stories about. Read more »
When Delivering Bad News (Issue 880)
In which we are encouraged to provide personal touch and clear up suspense when we deliver bad news. Read more »
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 »
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 »