Two Months Free (Issue 560)
In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »
Barlow Research
Softening Up Sales (Issue 559)
In which we learn from brilliant event planners how to prepare and engage prospects and customers. Read more »
What D’Ya Got (Issue 557)
In which we are reminded to warm up and rehearse our calls before we sit down with clients. Read more »
Transcendental Ghosts (Issue 556)
In which we learn from an America philosopher a question of discovery Read more »
Conversation Bridges (Issue 555)
In which we explore questions to get beyond small talk. Read more »
Where Do You Feel the Pain (Issue 554)
In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?” Read more »
Don’t Ask That (Issue 553)
In which we are reminded not to ask the question, “What keeps you up at night?” Read more »
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 »
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 »
We Are Seriously Social.