Lucky Winners (Issue 1101)
In which we are reminded that, with a new client, a little extra generosity framed with careful positioning can go a long way toward generating significant good will. Read more »
sales training
Are You From Here? (Issue 1100)
In which we are reminded to clarify the intent behind client and prospect questions. In the Swiss Alps, there’s a cogwheel train that runs from Lauterbrunnen up to Wengen, about 1600 feet higher. Wengen is “car-free” (also, possibly, care-free, we’ll cover that another time). From Lauterbrunnen and all points, the cogwheel train is the only … Read more »
Predisclosure (Issue 1099)
In which we are reminded to ask ourselves, “If a client can’t see all the work that’s coming when they implement what they’re buying, should I help them see it?” Read more »
Remember to Say “Thank You” (Issue 1098)
In which we are reminded, when others sing our praises, to say, ‘thank you’. Read more »
Free To Take It Anywhere (Issue 1096)
In which we are reminded about the value of preparation and in-the-moment responsiveness. Read more »
Snout Bumps (Issue 1095)
In which we are reminded that many prospects prefer to be introduced to potential new vendors by trusted third parties. Read more »
Tasty Diversions (Issue 1094)
In which we are cautioned to look closely before we invest serious time in juicy-looking prospects. Read more »
Who’s the Person Who… (Issue 1093)
In which we are reminded to ensure that everyone on our sales teams knows “who’s the person who…” can answer client questions or who can own providing a response. Read more »
Balance (Issue 1092)
In which we are reminded that, sometimes we have to less of things we like doing in order to do more of what we commit to accomplish. Read more »
One Data Point (Issue 1091)
In which we are reminded that we can lose a client’s confidence with just one “off” experience. Read more »
We Are Seriously Social.