Weekly Sales Thoughts Archives

Weekly Sales Thoughts

Practice

In which we are encouraged to practice slowly and to record often when learning new sales skills. 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 »

What If…? (Issue 1116)

In which we are reminded to ask clients how things will go if they don’t go according to plan. Read more »

Bottlenecks (Issue 1115)

In which we are reminded that the pace at which we recommend ideas or products should be no faster than clients’ abilities to absorb and implement them. Read more »

Sell the Back Story (Issue 1114)

In which we are reminded that our companies’ origins and values stories can be powerful tools to attract, enroll, and engage new clients. Read more »

Winning the Head Race (ISsue 1113)

In which we are reminded that smaller competitors can beat bigger ones through better execution. Read more »

What’s Important to You? (Issue 1112)

In which, when our clients face difficult choices, we are reminded to ask the question, “What’s important to you?” Read more »

Start with the Problem (Issue 1111)

In which we are reminded, if we want to attract peoples’ attention, to start with their problem. Read more »

Two Stories (Issue 1110)

In which we are reminded that outward focus, a little diversification, and agility are critical in unsettled times. Read more »

Talk to Everybody (Issue 1109)

In which we are reminded to reach out more… on the street and in our client and prospect accounts. Read more »