Weekly Sales Thoughts

Common Interests (Issue 568)

In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests. Read more »

The Subway Strategy (Issue 567)

In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them. Read more »

Balance (Issue 566)

In which we are reminded that specific, focused objectives will help us sustain our effort and maintain our balance when managing account relationships. Read more »

The Story Behind the Story (Issue 565)

In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence. Read more »

It Ain’t Me Babe (Issue 564)

In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for. Read more »

Hold That Thought (Issue 563)

In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.” Read more »

What If (Issue 562)

In which we are reminded to poke our clients’ and prospects’ assumptions, the better to recommend solutions and to increase the value of our discussions with them. Read more »

Five Fast Ones (Issue 561)

In which we are reminded to prepare for five predictable sales objections…. And then to stop asking for them. Read more »

Two Months Free (Issue 560)

In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »

Softening Up Sales (Issue 559)

In which we learn from brilliant event planners how to prepare and engage prospects and customers. Read more »