Rituals (Issue 867)
In which we are reminded that rituals help put us on purpose and push up performance. Read more »
banking sales
What Has to Happen…?
In which we are reminded that we don’t always hear what we think we’ve heard. Read more »
When the Baby’s Ugly
In which we are reminded not to call another person’s baby ugly… no matter what. Read more »
Third Time’s the Charm (Do the Role Plays)
In which we are reminded to persevere and practice when changing or adding something significant and new to our sales patterns. Read more »
Bob The Painter
In which we are dazzled by a house painter making cold calls. Read more »
You Pause, You Lose
In which we learn to regain the lead in a conversation by eliminating pauses. Read more »
Leaking Sprinklers
In which we are reminded to meet routinely with our clients, certainly with our most significant clients, so we can anticipate and address challenges early rather than waiting for them to call us once there’s a breakdown. Read more »
Deconstruction
In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one size fits all’ recommendations that miss underlying issues. Read more »
Grapes
In which we are reminded to speak benefits rather than features… And to slow down. “I can’t understand you when your mouth is full,” I said that to one of my children who was, at the time, filling his mouth with grapes, one-by-one, to see how many he could cram in while speaking to his … Read more »
Eat! Eat Some More!
In which we are encouraged to understand context before we pitch recommendations. Read more »
We Are Seriously Social.