In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions. Read more »
In which we are reminded that retaining customers is a process of continual attraction. Read more »
In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well. Read more »
In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.” Read more »
In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients. Read more »
… 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 »
In which we discuss the importance of taking new ideas and new perspectives to our clients to keep them coming back. Read more »
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 »
In which we are reminded to speak benefits rather than features… And to slow down. Read more »
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 »
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