Spraying Benefits Sparingly (Issue 877)
In which we are reminded to spray benefits sparingly when we’re presenting solutions to prospects. Read more »
Clarity
Rubber Gloves (Issue 876)
In which we are reminded to fully educate clients’ team members when their bosses buy our products. Read more »
Knee-Jerk Responses Issue 873
In which we are reminded that we miss opportunities when we jump to conclusions too quickly. Read more »
Stay Away From the Tourists
In which we are reminded to go where others ain’t when we’re networking or building community. Read more »
Stick A Fork In It (Issue 872)
In which we reminded to focus prospects on potential bad outcomes if they persist with “business as usual.” Read more »
Head Voices
In which we are reminded to focus on the qualities of our clients’ voices to silence our own. There was a summer night, years ago, when I returned to Woods Hole, Massachusetts on the evening’s last ferry from Martha’s Vineyard. While I was staying with friends in Woods Hole, I had been out on the … Read more »
The Wrong Bag (Issue 870)
In which we are reminded that delivery mistakes, even when corrected quickly, cause unwanted disruption. Read more »
It Happened One Night (Issue 868)
In which we are encouraged to prepare in advance to better understand context and significance in our sales calls. Read more »
Why Do You Want to Work With Us?
In which we are reminded to think about why we want to work with each specific client… beyond their money. Read more »
Not Thirsty
In which we are reminded that, even if we provide the best possible water, horses won’t drink if they’re not already thirsty or if we can’t show them that really bad things will happen if they don’t drink now. Read more »
We Are Seriously Social.