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 »
Positioning Value
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 »