Weekly Sales Thoughts

I Had It Painted (Issue 963)

In which we are reminded not to accept, fully at face value, the stories our clients tell us.   When I received this story, shared by a good friend, I loved it immediately. Famous band leader Count Basie was upset because the piano on which he played was constantly out of tune. He told the … Read more »

Heirloom Tomatoes (Issue 962)

In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »

Little Pops (Issue 961)

In which we are encouraged to touch our clients and prospects more frequently with tastier morsels. Read more »

My Fitness Pal (Issue 960)

In which we are reminded to identify and track performance on the activities that lead to our goals. Read more »

Learning From Buyers’ Red Lights (Issue 959)

In which we are reminded to learn from buyers’ “red lights” in the sales process. Read more »

Tell Me How You Do It (Give Me Comfort I’ll Get The Promised Result) Issue 958

In which we are reminded that, for high stakes purchases, revealing our methods may be more important than emphasizing our product or service benefits. Read more »

No Sail (Issue 957)

In which we are reminded there’s no point in selling to people who aren’t buying, hoping they will. Read more »

Mrs. Erhardt’s Admonition (Issue 956)

In which we are reminded to help our clients memorize and repeat our offer. Read more »

Have You Had Enough? (Issue 955)

In which we are reminded to confirm clients’ satisfaction with their buying criteria after we deliver (rather than asking a general question). Read more »

Veggie Burgers (Issue 954)

In which we are reminded to reduce glaring weaknesses that detract from our expertise. Read more »

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