Creaky Knees (Issue 477)
In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.” Read more »
Weekly Sales Thoughts
Playing to Space (Issue 476)
In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients. Read more »
Looking for Spoons (Issue 475)
… in which we discover the benefits of asking broader questions before we qualify someone for our products. It’s a small cafeteria. Solid food to the right. Salad to the left. Cashier at the end. Read more »
What’s New? (Issue 474)
In which we discuss the importance of taking new ideas and new perspectives to our clients to keep them coming back. Read more »
Selling Past No Close (Issue 473)
In which we consider what to do when we run into someone who has no need, no hurry, or no money. From the “you probably had to be there and I will give it a shot anyway” department: Read more »
Grapes (Issue 472)
In which we are reminded to speak benefits rather than features… And to slow down. Read more »
How Much Is That Doggie? (Issue 471)
In which we are reminded to answer questions with questions and to delay quoting a price until we know what we’re being asked to quote. Read more »
I’d At Least Be Curious (Issue 470)
In which we discuss (at some length) the importance of resonating with your prospects pain points when you’re approaching to begin conversation. Read more »
Whack A Mole Sales (Issue 469)
In which we consider the possibility that we may need to sell transactionally to start consultative relationships. Within the last few weeks, several of our clients have said, almost literally, “I’m too busy to manage.” As in, “I’m too busy to manage my business,” or “I’m too busy to coach my sales people,” or “I’m … Read more »
Moving Target (Issue 468)
In which we are reminded to clear time-wasters from our client lists and project lists in order to create capacity to grow. Read more »
We Are Seriously Social.