What’s the Norm? (Issue 855)
In which we experience the power of peer group comparison. Read more »
why does corporate finance need a bank
Street Corner Selling (Issue 854)
In which we experience the power of questions and curiosity to engage. Read more »
Thanksgiving Stuffing (Issue 853)
In which are reminded that, sometimes, our clients are too “full” to take on another purchase or project, no matter how appetizing. Read more »
What’s Changed? (Issue 853)
In which we are reminded to focus on “change” when we’re talking to our clients. Read more »
Smile At A Stranger (Issue 852)
In which we are reminded that, sometimes, we just have to let prospects go, smile, and look for the next one. Read more »
I Hate Role Play (Issue 851)
In which we are encouraged to break down our sales conversations and work out the sloppy spots. Read more »
Check the Big Picture (Issue 850)
In which we are reminded to look at the “big picture” (in addition to tasks at hand) when we’re preparing for sales calls. A gorgeous warm October Friday afternoon (in the warmest October on record in Boston). Cloudless sky. Light breeze with a few gusts from the Southeast. To celebrate, I bolted from the office … Read more »
Simple. Open. Questions. (Issue 849)
In which we are reminded not to hint at expected answers when we ask questions. Every few years, the Commonwealth of Massachusetts invites me to refresh my driver’s license. Last week, I went to the Registry of Motor Vehicles first thing in the morning. “Why are you here?”, inquired the friendly person at the desk. … Read more »
Don’t Assume!!!! (Issue 848)
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. Read more »
No Time to Think (Issue 847)
In which we are dramatically reminded to prepare ahead of time for sales call objections and obstacles. Read more »
We Are Seriously Social.