Clarity

Building Bridges (Issue 1167)

In which we are reminded that we can build cases for action by emphasizing both the extent and immediacy of unstated or misunderstood dangers. Read more »

Broad Picture (Issue 1166)

In which we are reminded to LOOK AROUND at the broad picture of our prospects or clients (or our communities or relationships) before we narrow focus to pursue a particular goal or target opportunity. Read more »

Compelling Presence (Issue 1165)

In which we are reminded how much presence matters in our conversations. Read more »

Memories (Issue 1164)

In which we are encouraged to practice and memorize essential elements of our conversations. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »

Pique Curiosity (Issue 1163)

In which we are reminded that our first job in starting new conversations is to stimulate curiosity. Read more »

Clothes Make The Man (Issue 1162)

In which we are reminded to focus on the big picture rather than focusing one-by-one on specific needs we want to uncover or products we want to sell. Read more »

What Calls You (Issue 1159)

In which we are reminded to honor what calls us to sales or other roles while admiring (without feeling “less than”) others’ strong magic. Read more »

The Orchard (Issue 1158)

In which we are reminded that late arrival to a market or a buying cycle does not necessarily mean we go home with empty baskets. Read more »

Dance with the Ones… (Issue 1157)

In which we are reminded to focus our sales efforts on  people who are attracted to what we do rather than on the people that we thought SHOULD be attracted (and are not). Read more »

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