sales training

Take What the Defense is Giving (Issue 574)

In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »

Communities of Attraction (Issue 573)

In which we are reminded that developing communities is critical to attracting new clients. Read more »

Under Pressure (Issue 569)

In which we are reminded that our success in sales depends, to a great extent, on practice and repetition. Read more »

Common Interests (Issue 568)

In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests. Read more »

Hold That Thought (Issue 563)

In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.” Read more »

Two Months Free (Issue 560)

In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »

What D’Ya Got (Issue 557)

In which we are reminded to warm up and rehearse our calls before we sit down with clients. Read more »

Conversation Bridges (Issue 555)

In which we explore questions to get beyond small talk. Read more »

Where Do You Feel the Pain (Issue 554)

In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”  Read more »

Before The Cold Sets In (Issue 540)

In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us. Read more »

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