In which we are reminded to slow down our pace when we’re presenting new concepts to prospects and clients so they may understand more clearly what we say. Read more »
In which we ask ourselves the question, once again, “what is our differentiating, dominating expertise?” Read more »
Taking a risk I may lose the desert denizens and apartment-dwellers in the crowd… In which we are reminded to adjust our questioning to the circumstances rather than using ‘one size fits all’ profiling methods. Read more »
In which we are prompted to ask ourselves, “Are we working with a replicable, predictable sales process?” Read more »
In which we are reminded to be careful about “sharing our experience” until we understand the details, no matter how tempting. Read more »
In which we are reminded: Get to our clients BEFORE they finish their budgets and plans for next year. Read more »
In which we are reminded that buyers sometimes stop or slow down their processes with us because of related or unrelated issues. Read more »
In which we are reminded to document our sales and client management activities day by day (even ‘though that’s about the last thing in the world we want to spend time on). Read more »
In which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions. Read more »
In which we are reminded that complaints or expressions of interest are not sufficient foundations to pitch. Read more »
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