Too Quick to Answer (Issue 491)
In which we are reminded that we need to understand the question before we answer. “Will this engagement address commercial real estate loans?”, one of the executives in the room asked. Read more »
Reasons to Meet (Issue 490)
In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach. We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time. Read more »
Mother, Please! (Issue 489)
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 »
Nothin’ But Trouble (Issue 488)
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 »
Follow the Steps (Issue 487)
In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes. Read more »
More Than A Gut Feel (Issue 486)
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 »
Something to Talk About (Issue 485)
In which we consider a practical strategy to connect with our prospects if we’ve not walked in their shoes. Read more »
Leading the Witness (Issue 484)
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 »
Do Not Confuse Effort with Results (Issue 483)
In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title. Read more »
The Value of a Nice Ride (Issue 482)
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 »
We Are Seriously Social.