You Need This (Issue 1105)
In which we are reminded that sometimes, even when danger is present or approaching and we can help, we can’t force clients to buy. We have to prepare ourselves and wait for them. Read more »
Clarity
Sales Starts (Issue 1104)
In which we are reminded that, when competing with skilled practitioners: If we mis-time the start, whether sail boat race or sales cycle, it’s very hard to make up ground. Read more »
Just More of the Same (Issue 1103)
A friend’s story, in which we are reminded to be fully present when leading or selling. Read more »
Find A Way to Say Yes (Issue 1102)
In which we are reminded to find ways to say “yes” when the “by the book” answer is, ‘no, we don’t do it that way.” Read more »
Lucky Winners (Issue 1101)
In which we are reminded that, with a new client, a little extra generosity framed with careful positioning can go a long way toward generating significant good will. Read more »
Are You From Here? (Issue 1100)
In which we are reminded to clarify the intent behind client and prospect questions. In the Swiss Alps, there’s a cogwheel train that runs from Lauterbrunnen up to Wengen, about 1600 feet higher. Wengen is “car-free” (also, possibly, care-free, we’ll cover that another time). From Lauterbrunnen and all points, the cogwheel train is the only … Read more »
Predisclosure (Issue 1099)
In which we are reminded to ask ourselves, “If a client can’t see all the work that’s coming when they implement what they’re buying, should I help them see it?” Read more »
Remember to Say “Thank You” (Issue 1098)
In which we are reminded, when others sing our praises, to say, ‘thank you’. Read more »
Free To Take It Anywhere (Issue 1096)
In which we are reminded about the value of preparation and in-the-moment responsiveness. Read more »
Tasty Diversions (Issue 1094)
In which we are cautioned to look closely before we invest serious time in juicy-looking prospects. Read more »