Weekly Sales Thoughts

Dance with the Ones… (Issue 1157)

In which we are reminded to focus our sales efforts on  people who are attracted to what we do rather than on the people that we thought SHOULD be attracted (and are not). Read more »

Tell Me About It! (Issue 1156)

In which we are reminded to speak first when there are performance problems with our products or services. Read more »

No Soap! (Issue 1154)

In which we are reminded that, if we can’t differentiate ourselves positively from other providers, our clients may make choices that aren’t good for them. Read more »

What Do You REALLY Do? (Issue 1153)

In which we are reminded to focus on the bigger picture of what we create rather than the activities we do day to day. Read more »

Two Inches (Issue 1152)

In which we are reminded, when we introduce something new to a client, to ensure that the surrounding infrastructure will support what we sell so that it survives its initial introduction and generates value. Read more »

Labor Day

In the United States and Canada,  today we celebrate Labor Day, the first-Monday-of-September holiday set aside to recognize and honor the labor movement and the contributions of laborers to the development of our countries. It’s also the last day of the “big summer weekends” that begin at the end of May.  Here in New England, … Read more »

Keep Up! (Issue 1151)

In which we are encouraged to set standards and design feedback for ourselves that help us maintain the pace of activity needed to achieve the results we seek. Read more »

Many Styles (Issue 1150)

In which we are reminded to learn a wide variety of sales techniques so we are not limited by the one with which we feel most comfortable. Read more »

Demo the Downside (Issue 1149)

In which we are reminded about the power of showing clients and prospects the negative consequences of continuing with “the way we’ve always done it”.   Read more »

Free Advice (Issue 1148)

In which we are reminded to think about how we position our value and the value of our advice so that prospects and clients don’t take it for granted. Read more »

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