branch small business training

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 »

Matted Down (Issue 537)

In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. 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 »

A Little Excitement (Issue 531)

In which we are reminded that we need to market (attract attention) before we can sell. Read more »

(Sometimes) It Isn’t Only About the Money (Issue 529)

In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »

Bear Marketing (Issue 522)

In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings. Read more »

What’s Different (Issue 520)

In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same. Read more »

Pathways Overlooked (Issue 518)

In which we are reminded that bringing cookies(or some attention)  to the receptionist may not be a waste of time after all. Read more »