In which we consider that managing the yield from our sales activities is an “every month” focus. My son is preparing college applications. With anywhere from three to ten or more students applying for each seat in an entering class, the college application process is my son’s first major sales job. Read more »
….In which we remind ourselves to prepare. A sunny early October morning. Sweating, despite the cool air, a group of about thirty 16 – 18 year old boys sits on bleachers, listening (sort of) to final words from two coaches on whose soccer team they seek to play. Read more »
In which we learn to ask direct questions to elicit direct, factual answers. Last week, we invented “Nick-Speak.” Read more »
In which we’re encouraged to focus on customer interests, even if our companies are product focused. My daughter wants to redecorate her room. Eight years ago, when we moved into the house, my wife chose the paint and trimmings for the room. Now, my daughter wants a change – the paint, the furniture, and the … Read more »
In which we learn a three word question that focuses our sales approaches. My mother, born in 1917 and raised in England, detested certain American turns of phrase, chief among them, “You know what?” Read more »
In which we are reminded to ask a question and clarify before expressing a point of view. We have the possibility of bunking and entertaining some ‘snooty’ out of town guests. They asked us to reserve space in a snooty hotel. Oh, joy. Read more »
In which we are reminded to ask a question and clarify before expressing a point of view. We have the possibility of bunking and entertaining some ‘snooty’ out of town guests. They asked us to reserve space in a snooty hotel. Oh, joy. Read more »
In which we are urged to balance our sales pipelines for best results. Summer camp is over. Parents Weekend. The conclusion of a three-week, 300 camper performing arts camp in the middle of upstate nowhere for my daughter, an exhausting frenzy of plays, improvs, musicals, recitals, and revues. And, speaking of frenzies, camp meal times Read more »
In which we look to emerging trouble or rising opportunity to attract prospect attention. More than once this decade, I have asked a motionless teenager: ‘What are you going to do this afternoon?’ The leaden replies, ‘I don’t know…………. I can’t think of anything.’ Read more »
In which it’s suggested that we state a point of view to attract prospect attention. A friend called to share a story. [He knows I’m partial to banks, so this is a bank story, and it could just as easily apply to any business.] He’s sitting in his office, minding his own business, and the … Read more »
We Are Seriously Social.