Words on a Photo (Issue 1199)
In which we are reminded to clarify clients’ objectives before “taking their word for it” and responding to their requests. Read more »
CBA
It Comes with the Breed (Issue 1198)
In which we are reminded, when we are hiring high performing and independent sales people, that we need to accept (without complaining) the characteristics that go with the breed… and manage them. Read more »
Puffs (Issue 1197)
In which we are reminded to help clients and prospects anticipate the bumps in purchasing processes and to share how we and they can manage through them safely. Read more »
Why Do They Call Them Seals? (Issue 1196)
In which we are reminded to ask “why”…more times. Read more »
It’s the Melody (Issue 1189)
In which we are reminded that, when we can’t complete with another firm on delivery speed, price, or some other value proposition they’ve masted, it’s up to us to develop our own alternative based on what we can do well. Read more »
Windows on the World (Issue 1188)
In which we are reminded to get out more…outside of our normal work channels. Read more »
Olive Some of Those (Issue 1187)
In which we are reminded that supporting client behavior change can be the most important part of our sales. Read more »
Muscles Memory (Issue 1186)
In which we are reminded to practice little-used skills lest we lose our muscle memory. Read more »
Nodding and Smiling (Issue 1185)
In which we are reminded that, when someone nods and smiles, silent during one of our presentations, we can’t assume that they understand what we’re saying. Read more »
Oh, Have You Not…? (Issue 1184)
In which we are encouraged to assess buyer experience rather than to assume. On a recent trip to Ireland I rented a car at Dublin airport. I’d never before driven a car from this particular manufacturer. Nice looking car. Metallic silver. Very sporty. Loved the wheels. I slid into the front seat and started through … Read more »
We Are Seriously Social.