Scary Specifics (Issue 558)
In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect. Read more »
small business banking
This Time, With Feeling (Issue 551)
In which we are reminded to reflect on the emotional side of business as well as the facts. Read more »
What Might Be Different (Issue 549)
In which we are prompted to move with the flow, to the future, when a prospect puts us off. Read more »
Gut Check (Issue 545)
In which we pause for a moment to consider whether we’re balancing well. Read more »
Staple Yourself to the Process(Issue 542)
In which we are reminded to be curious – ask for the details rather than being satisfied with high level answers. Read more »