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 »
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 »
In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes. Read more »
In which we are reminded that to sell our value, rather than defend our cost, we must be able to quantify the value we’re selling. Read more »
In which we consider a practical strategy to connect with our prospects if we’ve not walked in their shoes. Read more »
In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients. Read more »
In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title. Read more »
In which we are reminded that our greatest value and differentiation comes from “how” we do what we do rather than from the products we sell. Read more »
In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting. Read more »
In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions. Read more »
We Are Seriously Social.