Weekly Sales Thoughts

Staple Yourself to the Process(Issue 542)

In which we are reminded to be curious – ask for the details rather than being satisfied with high level answers.  Read more »

A Plan to Finish (Issue 541)

In which we are reminded to prepare a plan to finish our sales processes. Read more »

Before The Cold Sets In (Issue 540)

In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us. Read more »

An Early Lesson (Issue 539)

In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task. Read more »

Home Ice (Issue 538)

In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move to sell. Read more »

Matted Down (Issue 537)

In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. Read more »

Totally Concrete (Issue 536)

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

Simple, Neat, and Incomplete (Issue 535)

In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard. Read more »

Old Habits (Issue 534)

In which we are encouraged to ask others to help us identify and correct old habits that hold us back. Read more »

Counterintuitive (Issue 533)

In which we are reminded that the fastest path to our objectives isn’t always the familiar one. Read more »