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 »
branch small business training
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 »
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 »
We Are Seriously Social.