Little Pops (Issue 961)
In which we are encouraged to touch our clients and prospects more frequently with tastier morsels. Read more »
sales techniques
My Fitness Pal (Issue 960)
In which we are reminded to identify and track performance on the activities that lead to our goals. Read more »
Learning From Buyers’ Red Lights (Issue 959)
In which we are reminded to learn from buyers’ “red lights” in the sales process. Read more »
Tell Me How You Do It (Give Me Comfort I’ll Get The Promised Result) Issue 958
In which we are reminded that, for high stakes purchases, revealing our methods may be more important than emphasizing our product or service benefits. Read more »
No Sail (Issue 957)
In which we are reminded there’s no point in selling to people who aren’t buying, hoping they will. Read more »
Mrs. Erhardt’s Admonition (Issue 956)
In which we are reminded to help our clients memorize and repeat our offer. Read more »
Have You Had Enough? (Issue 955)
In which we are reminded to confirm clients’ satisfaction with their buying criteria after we deliver (rather than asking a general question). Read more »
Veggie Burgers (Issue 954)
In which we are reminded to reduce glaring weaknesses that detract from our expertise. Read more »
A Value Prop Wake-Up (Issue 953)
In which we are encouraged to reconsider rigorously, clarify, and communicate our value. Read more »
Dance to THEIR Tune (Issue 952)
In which we are reminded to dance with clients’ answers to our questions rather than sticking to our own agendas and tasks. Read more »
We Are Seriously Social.