Weekly Sales Thoughts

How Would I Know?

In which we are reminded it’s useful to know how our clients usually handle situations AND their buying criteria before making a recommendation. Read more »

Totally Concrete

In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »

Layers of Flavors (Issue 920)

In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client desire for them. Read more »

Are You Ready for Some Football? (Issue 919)

In which we are reminded to ditch the cultural assumptions and  to ask open-ended questions. Read more »

Ceraldi (Backstories) Issue 918

In which we are reminded that, to a great extent, it’s our backstories that make us special. Read more »

Maintaining Momentum (Issue 917)

In which we are encouraged to include some “momentum” questions in our discussions with our clients. Read more »

Just Enough Rope (Issue 916)

In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »

It Should Have Been Easy (Issue 915)

In which we are reminded to plan ahead…and confirm…before our sales calls. Read more »

The View From the Infield (Issue 914)

In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »

Eggplant Parm (Issue 913)

In which we are reminded to develop one point, at least, that makes us easily memorable. Read more »