sales tips

Pantry View (Issue 746)

In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations. Read more »

Ruthless (Issue 744)

In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow. Read more »

Strawberry Festival – Change of Scene (Issue 738)

In which we are reminded to give our brains a break and change of scene, the better to generate ideas. Read more »

Dirty Work (Issue 738)

In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.  My wife and I are about to do the big “D.” Downsizing. We are leaving the home in which we have raised … Read more »

Rocky Path (Issue 736)

In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”. Read more »

On Giants’ Shoulders (Issue 734)

In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are. Read more »

Sharing Control (Issue 733)

In which we are reminded that “collaborative conversation” with clients is frequently better than “we keep control.” Read more »

Floor Everywhere (Issue 731)

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 »

Four Years! (Issue 730)

In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it. Read more »

Look Back! (Issue 729)

In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction. Read more »

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