Favorite Question (Issue 497)
In which we are reminded to understand at the beginning of a conversation our client’s purpose. Read more »
Weekly Sales Thoughts
Short and Cheerful (Issue 496)
In which we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value. Read more »
Standing Out in the Crowd (Issue 495)
In which we discuss strategies to draw attention and attract prospects and referrals. During a training session for branch managers and small business bankers, I shifted the focus from typical networking and prospecting to “attraction marketing” – attracting prospects to you rather than you stalking and chasing them. Read more »
Connections That Can Be Trusted (Issue 493)
In which we discuss the power of referrals rather than magic words to secure appointments with prospects. In our neck of the woods, Harry Potter movies appear on various cable channels almost as frequently as “storm chaser” programs featuring lunatics who chase or who are chased by tornadoes. Read more »
Under Control (Issue 492)
In which we are reminded to stay focused as we pursue our sales goals. Eight a.m. Saturday broke a crisp, golden sunny, glorious October morning as the contestants in the Head of the Charles Regatta began their events. Read more »
Too Quick to Answer (Issue 491)
In which we are reminded that we need to understand the question before we answer. “Will this engagement address commercial real estate loans?”, one of the executives in the room asked. Read more »
Reasons to Meet (Issue 490)
In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach. We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time. Read more »
Mother, Please! (Issue 489)
In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions. Frank is one of our neighbors… smart, funny, knowledgeable… and I do my best to avoid conversation opportunities with him. Read more »
Nothin’ But Trouble (Issue 488)
In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting. Read more »
Follow the Steps (Issue 487)
In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes. Read more »
We Are Seriously Social.