Classics

Again, Please… Slower (Issue 983)

In which we are reminded to speak slower, breathe, and pause so clients can follow us. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »

Any Excuse (Issue 619)

In which we are reminded that it’s our job to create reasons to talk and possibilities for action. Read more »

Sounds in Darkness (Issue 580)

In which we are reminded that listening, really listening,  involves more than words. Read more »

Mother, Please! (Issue 489)

In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions. Frank is one of our neighbors… smart, funny, knowledgeable… and I do my best to avoid conversation opportunities with him. 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 »