Bob The Painter
In which we are dazzled by a house painter making cold calls. Read more »
Clarity
You Pause, You Lose
In which we learn to regain the lead in a conversation by eliminating pauses. Read more »
Leaking Sprinklers
In which we are reminded to meet routinely with our clients, certainly with our most significant clients, so we can anticipate and address challenges early rather than waiting for them to call us once there’s a breakdown. Read more »
Deconstruction
In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one size fits all’ recommendations that miss underlying issues. Read more »
Grapes
In which we are reminded to speak benefits rather than features… And to slow down. “I can’t understand you when your mouth is full,” I said that to one of my children who was, at the time, filling his mouth with grapes, one-by-one, to see how many he could cram in while speaking to his … Read more »
Eat! Eat Some More!
In which we are encouraged to understand context before we pitch recommendations. Read more »
There’s Floor Everywhere
In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward. Read more »
Survival Blinders (Issue 866)
In which we are reminded to keep our antenna up even when we’re under pressure to hit a target. [Text received] “Hey, Nick. Rob Smith here. Were you just in the Orlando airport?” Rob is one of my favorite clients. I received his text a few minutes after I settled into my Jet Blue seat … Read more »
‘S’ (Issue 864)
In which we are reminded to design sales presentations so they’re easily understood and useful. Read more »
Solve A Problem. Earn A Client
In which we are reminded that solving a prospect’s problem earns trust and opens the door. Still shivering from the late evening February cold, I shuffled forward in the airport rental car company line as I watched one person after another turn away from the counter, car-less. “So, I’m seeing you have no cars,” I … Read more »
We Are Seriously Social.