That’s Just How It Is (Issue 1003)
In which we are reminded that ‘status quo’ is a challenging sales obstacle. Read more »
banking sales
Simple Opening Questions (Issue 1002)
In which we are encouraged to begin client meetings with a simple opening question and silence. Read more »
A Seller’s Guide to Gift Giving (Issue 885)
In which we are reminded that, frequently, the best gift ideas are the ones not requested. Read more »
Please, Stop Pushing (Issue 884)
In which we are reminded to establish context, connection, and engagement before we share ideas, advice, or products with clients or prospects. Read more »
Product Pushing (Issue 883)
In which we are reminded to sell and deliver (and design and promote) product the way our clients want it done rather than the way we want to do it. Read more »
Make Some (Client) Memories (Issue 881)
In which we are reminded to make memories with clients worth telling stories about. Read more »
When Delivering Bad News (Issue 880)
In which we are encouraged to provide personal touch and clear up suspense when we deliver bad news. Read more »
Painting Pictures to Reduce Uncertainty (Issue 879)
In which we are reminded to reduce the uncertainty people feel about our products or services. Read more »
Oh, I Forgot (Issue 878)
In which we are reminded to provide all messy implementation details before we close sales. Read more »
Spraying Benefits Sparingly (Issue 877)
In which we are reminded to spray benefits sparingly when we’re presenting solutions to prospects. Read more »
We Are Seriously Social.