Weekly Sales Thoughts

Homework (Issue 422)

In which we learn to pay attention to obvious and less obvious loyalties and connections. June 10, 1993 was a to-live-for June day in Boston; the view from mid-way up the Prudential Center was spectacular. That morning, I called on a senior sales training manager at Gillette in the Prudential Center.  He was tall, lanky, … Read more »

The Walk to the Door (Issue 421)

In which we are reminded to prepare for the “meeting after the meeting.” They’ve had a lovely evening together. Dinner, sparkling conversation, and a play, topped off with cappuccino and a deeply chocolate dessert, shared and savored. They’re returning, now, walking up the path toward her front door, both minds spinning. Read more »

Stay Close (Issue 420)

In which we’re refresher on the importance of swimming in the water with our clients. One of my children’s greatest fears is that their mother will become the school nurse in their next school, peering into lice, ears, noses, and throats of friend and foe alike. Ugh! Read more »

So What? (Issue 419)

“Thanks for the discussion. I’ll send you a follow up note summarizing our conversation and next steps.” Sounds like a reasonable way to end a call, yes? “So what?” Read more »

Who Cares? (Issue 418)

In which we learn the value of asking questions about value. “Why are you doing that?” A daughter’s question to her father while watching him struggle with household task. Read more »

The Partner’s Question (Issue 417)

In which we see our value through the counsel we provide. “So, you’ve been working for a bank…. What the h*ll do you know?” Read more »

Presents (Issue 416)

My wife’s grandmother, Gramma Donahue, many times instructed her children and grandchildren, “Never go visiting with one arm as long as the other.” Read more »

Are You Talking to Me? (Issue 415)

In which we’re reminded to ask about our clients’  listening before we begin speaking. “Dad, why does an apple turn brown?” Read more »

Am I More Comfortable Now? (Issue 414)

In which we learn to not to assume that clients want to fix their problems. I married a nurse. I’ve developed a taste for stories that capture staff and patient life in hospitals. One of my favorites: Read more »

Leadership (Issue 413)

In which we discuss a difference between “consultants” and “needs satisfiers.” I was sharing stories with another business owner this week, discussing succession planning. At one point he said, “I hired a guy, thinking he would develop into someone who could eventually lead the firm.” Read more »