small business sales training

Changing the Blade (Issue 948)

In which we are encouraged to establish routine reviews of client satisfaction and product performance. Read more »

Washing Groceries (Issue 947)

In which we are reminded, when clients dig in on an issue, to ask questions rather than persuade. Read more »

Imagine (Issue 945)

In which we are reminded that stories, particularly imaginary “hero’s journey” stories, are powerful vehicles for communicating the value of our products and services. Read more »

Wear The Rubber Gloves (Issue 944)

In which we are reminded that, sometimes, clients need something more than short “log on and follow the prompts” instructions to implement (what we think are) simple procedures changes or products we’ve sold them. Read more »

Let’s Get A Puppy (Issue 943)

In which we are reminded that, when our clients go “short-term”, we should ask, “What if…?”. Read more »

What’s Been Happening? (Issue 942)

In which we are reminded that price is often, perhaps even predominantly, not the reason that our prospects defer or decline our offers. Read more »

Missing The Point (Issue 941)

In which we are reminded to look at the outcomes our clients are seeking to achieve (in addition to understanding what they’re asking for). Read more »

Hacking In (Issue 940)

In which we are reminded that patient research about prospects is a critical element of “getting in”. Read more »

To The Highest Standards (Issue 797)

In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards. Read more »

Consistent Client Experiences Boost Brand and Sales (Issue 796)

In which we are encouraged to develop thoughtful day-to-day consistency in the experiences we create for clients. Read more »