In which we are reminded to look at the “big picture” (in addition to tasks at hand) when we’re preparing for sales calls. A gorgeous warm October Friday afternoon (in the warmest October on record in Boston). Cloudless sky. Light breeze with a few gusts from the Southeast. To celebrate, I bolted from the office … Read more »
In which we are reminded not to hint at expected answers when we ask questions. Every few years, the Commonwealth of Massachusetts invites me to refresh my driver’s license. Last week, I went to the Registry of Motor Vehicles first thing in the morning. “Why are you here?”, inquired the friendly person at the desk. … Read more »
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. Read more »
In which we are dramatically reminded to prepare ahead of time for sales call objections and obstacles. Read more »
In which we are reminded to look beyond peoples’ titles and labels to understand the dynamics of the individuals and organizations we want to influence or sell to. Read more »
In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »
We Are Seriously Social.