Entering Rapport (Issue 552)
In which we are reminded to “slide into the water” when we greet our clients and prospects rather than arriving in our meetings like a “cannonball.” Read more »
Barlow Research
I’d Like to Think About It (Issue 546)
In which we are reminded to take some time…before we make a recommendation. Read more »
Just Enough Rope (Issue 544)
In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »
Planning to Maintain Momentum (Issue 543)
In which we are reminded to plan ahead to maintain our momentum to finish this year strong and prepare for 2012. Read more »
A Plan to Finish (Issue 541)
In which we are reminded to prepare a plan to finish our sales processes. Read more »
An Early Lesson (Issue 539)
In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task. Read more »
Home Ice (Issue 538)
In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move to sell. Read more »
Totally Concrete (Issue 536)
In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »
Simple, Neat, and Incomplete (Issue 535)
In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard. Read more »
We Are Seriously Social.