Weekly Sales Thoughts

Forget Me Not (Issue 778)

In which we are reminded to “follow the check list” as we’re closing sales or finishing projects. Read more »

The Best Parts First (Issue 777)

In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences. Read more »

Stories Our Clients Tell About Us (Issue 776)

In which we are reminded to ask our clients and prospects to comment on their positive experiences of us on LinkedIn. Read more »

Why Do You Ask???? (Issue 775)

In which we are reminded that very few questions come from idle curiosity. We need to know why. Read more »

A Fool’s Plan (Issue 774)

In which we are reminded…again… that sustaining training is critical to long term capabilities and performance. Read more »

Seeing Beyond the Obvious (Issue 773)

In which we are reminded that every client personal detail reveals choices and avenues to insight. “Krokodilo.” Not an every-day word. My best guess: It’s an Esperanto word for “crocodile.” [Esperanto is a constructed language created in the late 19th Century intended to foster harmony between people from different countries and, no, I neither speak … Read more »

An Introduction to the Sauce (Issue 772)

In which we are reminded that a referral from a trusted source is the best way to stand out among the many who seek our prospects’ attentions Read more »

Varietal Focus (Issue 771)

In which we are reminded that tight focus and strong expertise brings customers to us. On the road, looking for wine to take to a friend. Two wine stores within 100 yards of each other. I picked the closest one. After introducing myself to the store’s owner, Jeanne Robert, I asked him, “What’s the difference … Read more »

Recalculating Route… or How I Learned To Stop Winging It (Issue 770)

In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity. Read more »

Bread on the Table (Issue 769)

In which we are reminded that even short call plans help us produce better results than no plans at all. Read more »