In which we discuss questions we can use to broaden narrow relationships. My son and I have seen a movie – a variation on the boy meets girl theme – in which, after a long period of time, the relationship broadens from long time friends to ‘more than friends.’ Deliciously awkward moments Read more »
….In which we discuss preparing to “get hired” by your prospects. Your first few (one, two, ten) sales calls on a prospect are a job interview. You’re wanting to be “hired” by your prospect. How do you view and prepare for these calls? Read more »
In which we discuss what to do if a client doesn’t want to answer questions about details. Last week, we suggested… “When we’re selling products or processes that improve our clients’ operations (from cash management to document processing to any number of industrial products)…. Read more »
In which we discuss what to do if a client doesn’t want to answer questions about details. Last week, we suggested… “When we’re selling products or processes that improve our clients’ operations (from cash management to document processing to any number of industrial products)…. Read more »
In which we suggest stapling yourself to a dollar flowing through a client’s company. As parents of teenagers, we hear the following dialog frequently: Us: Hey, welcome home. How was your evening? Them: Good. Read more »
In which we learn NOT to use the expression “just like yours” unless we KNOW that it’s true.” “Yes, Mr. Miller, and I’ve worked with dozens of companies just like yours.” Just like mine. I know that, in an enthusiastically ingratiating way, he intended me to feel a great, swelling surge of confidence in his … Read more »
In which we learn to focus conversation with a single question before launching into broader discussion. Since I’m officially older than 18 years, I find that I’m more easily confused than my teenaged children when we’re in conversation. They’ll ask me questions or say things that leave me wondering, “What did that mean? How do … Read more »
In which we discuss the importance of asking questions to understand the whole problem, not just the part that shows up first and easy. I once went to a wedding in another city. A friend of mine (also engaged to be married and not the world’s sharpest dresser) went into a local men’s clothing store … Read more »
In which we discuss the importance of getting to the point fast, particularly with fatigued clients. My daughter is sitting at the next desk in our basement, hours into pounding away on a school assignment. She turned to me and said, “It’s amazing how much your brain deteriorates when you’re tired.” I thought to myself, … Read more »
In which we learn to keep our voice mails focused when calling prospects. Normally, I would say, forget about leaving voice mail messages when cold-calling. I delete almost every voice mail I receive from a potential vendor within 5-7 seconds. I didn’t delete this one. I’m planning to call the guy back: Read more »
We Are Seriously Social.