Stories Our Clients Tell About Us (Issue 776)
In which we are reminded to ask our clients and prospects to comment on their positive experiences of us on LinkedIn. Read more »
bank sales training
Why Do You Ask???? (Issue 775)
In which we are reminded that very few questions come from idle curiosity. We need to know why. Read more »
A Fool’s Plan (Issue 774)
In which we are reminded…again… that sustaining training is critical to long term capabilities and performance. Read more »
Seeing Beyond the Obvious (Issue 773)
In which we are reminded that every client personal detail reveals choices and avenues to insight. “Krokodilo.” Not an every-day word. My best guess: It’s an Esperanto word for “crocodile.” [Esperanto is a constructed language created in the late 19th Century intended to foster harmony between people from different countries and, no, I neither speak … Read more »
Recalculating Route… or How I Learned To Stop Winging It (Issue 770)
In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity. Read more »
Bread on the Table (Issue 769)
In which we are reminded that even short call plans help us produce better results than no plans at all. Read more »
Slow Turners (Issue 768)
In which we are reminded that some people need more time to decide, and we should engage with others while they do. Read more »
Get Out Of Our Heads (Issue 767)
In which we, those of us who are introverts, are reminded to get out of our heads to engage with others at all possible moments. Our first winter in the city of Cambridge. After last night’s swirling Nor’easter drove snow off the ocean through the Boston Harbor, this morning broke clear, still, and cold. While … Read more »
Ask First… (Issue 765)
Yet one more time… In which we are reminded to clarify before we pitch Read more »
Conversation Starter (Issue 764)
In which we are reminded that conversations with strangers are easier than we make them… if we would just start. Read more »