Start with the Problem (Issue 1233)
In which we are reminded, if we want to attract peoples’ attention, to start with their problem. Read more »
sales tips
Mush Mouth (Issue 1229)
In which we are reminded to speak so listeners can understand us…easily, without straining. Read more »
She Asked Me to Think (Issue 1227)
In which we are encouraged to address “resistance” or “obstacles” with questions that prompt client discovery rather than “overcoming” or pitching. Read more »
Target Zero (Issue 1225)
In which we are reminded about the impact of demography and geography on demand for services. Read more »
Metronomes (Issue 1224)
In which we are reminded of the value of setting target activity metrics for ourselves. Read more »
What’s Your Cookie? (Issue 1223)
In which we are reminded of the importance of butter, sugar, and memorability. Read more »
Tolerance for Errors (Issue 1222)
In which we are reminded that top performers prepare so thoroughly that mistakes disappear. Read more »
Butchering the Opportunity (Issue 1221)
In which we are urged to think deeply about our distinctive, additive expertise. Read more »