Different Strums (Issue 1138)
In which we are reminded that the methods that we use to sell one client may not be the right methods to use for another that looks just like them. Read more »
talking business with small business
Articulation (Issue 1137)
In which we are reminded to speak so we can be easily understood. Read more »
Emily’s Hip (Issue 1136)
In which we are reminded that, in team or group selling, it’s helpful to have someone in the group step up as the leader to set the tempo. Read more »
Transmitters (Issue 1135)
In which we are reminded to increase our reach through “transmitters” in our networks. Read more »
Just Do Something (Issue 1133)
In which we are reminded that doing “one” of something important is better than doing “none”. Read more »
And, Then, Be Quiet (Issue 1132)
In which we are reminded to ‘zip our lips” after we’ve made our pitch or recommendation. Read more »
Potholes (Issue 1130)
In which we are reminded to maintain a broad field of vision in our clients even as we focus, from time to time, on single issues. Read more »
Advice (Issue 1129)
In which we revisit the idea of asking questions when we’re asked for our opinions. Read more »
Trip to Detroit (Issue 1128)
In which we are reminded … again … to confirm the gap before recommending a solution. Read more »
Whether Forecasts (Issue 1127)
In which we are reminded that inaccurate or late-changing sales forecasts can create expensive consequences. We were, all of us, in a fluffle last Monday afternoon. The national and Boston-area weather forecasters were predicting a major snowstorm. For Cambridge, Massachusetts, where I live, they predicted 5 inches to 8 inches of heavy, wet snow driven … Read more »
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