In which we discuss the importance of understanding how people buy…. really. Will the leopard change its spots? No. Will a transactional buyer (who want low price, low hassle buying) change his or her preferences? Don’t hold your breath. Read more »
In which we discuss the value of understanding”the perfect customer” when prospecting. My daughter is engaged in martial arts training. Last night, as I was (desperately) wanting to crawl into bed, she bubbled, “C’mon, Dad, lemme show you what I learned, no pain, I promise. (Grumble, grumble, “Sure, sweetie,” or words to that effect.) Read more »
In which we learn to consider shorter cycle times when communicating with clients and prospects. How many feet do you use to drive your car? A friend and I enjoy lively discussions of this subject. Read more »
In which we learn to ask questions about four business drivers to understand our clients’ businesses. As your clients are reviewing their plans and budgets for the year…. now’s the time to raise the level of your conversations with them to a level above “we’d really like the opportunity to work with you.” All business … Read more »
In which we learn to ask about “internal issues” that buyers may not tell us about. Airport bound last Tuesday, I stopped briefly at my office. Starting down the basement stairs, I noticed … water…ankle deep… lapping gently around now saturated boxes of financial records, project deliverables, and family heirlooms. Silent scream …. I left … Read more »
In which we are reminded to clean up distracting physical habits. I frowned. Multiple times, I guess. Afterwards, a few of the people in the meeting I was leading commented, “When I asked questions, Nick frowned. I felt like I was asking dumb questions.” Read more »
In which we’re encouraged to acknowledge our clients’ stories so they’re sure we’ve heard them. As last week came to Friday, many conversations ended with the suggestion, “Have a happy Easter.” Several of us announced that we were headed to dinner tables set by our mothers or mothers in law. Celtic Grammas, it turns out, … Read more »
In which we’re encouraged to acknowledge our clients’ stories so they’re sure we’ve heard them. As last week came to Friday, many conversations ended with the suggestion, “Have a happy Easter.” Several of us announced that we were headed to dinner tables set by our mothers or mothers in law. Celtic Grammas, it turns out, … Read more »
In which we’re encouraged to ask enough questions to understand whether our prescribed solution to a client’s problem will really work in the client’s environment. Watching classroom sales training role-plays is a little like watching football teams practice without pads… Low intensity. Move through the motions. Nobody trying too hard to take anyone else out. … Read more »
In which we think about how to position our value compared with our competitors on and off the Web. I’ve just returned safely and happily from a business trip. Booked it myself on line. Plane. Car. Hotels. Meals. Click, click, e-ticket, done. Three years ago, I would have called my travel agent. Not so much … Read more »
We Are Seriously Social.