Take What Their Defenses Give (Issue 620)
In which we are reminded to assess potential conversation partners before we barge in. Read more »
sales training
Any Excuse (Issue 619)
In which we are reminded that it’s our job to create reasons to talk and possibilities for action. Read more »
Selling from Purpose (Issue 614)
In which we are encouraged to define our purposes clearly, therefrom to guide our sales work. Read more »
Your Story in My Words (Issue 613)
In which we are reminded to help our clients see their stories in our descriptions about our businesses. Read more »
Tell Me Why (Issue 611)
In which we are reminded to ask our referral sources WHY they are referring us to their colleagues or clients. Read more »
Contingencies (Issue 609)
In which we are reminded that not everything (anything?) goes as planned – good to have a back up in advance. Read more »
Clients Who Know (Issue 608)
In which we are reminded: We run a risk when we assume that clients correctly understand their problems. Read more »
Something to Talk About (Issue 606)
In which we are encouraged to find and share news or statistics with our clients and prospects that will prompt conversation about the little mysteries that are critical to their businesses. Read more »
Taken for a Fool (Issue 605)
In which we are reminded to be a little skeptical about what we hear from our prospects and customers. Read more »
Cave of Wonders (Issue 603)
In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays. Read more »
We Are Seriously Social.