In which we are reminded that “overcoming objections” is not consistent with collaborative, partnership, trustworthy selling.
Archive for September, 2008
In which we are reminded that five spoonfuls of sugar before the medicine is better than one.
My mother’s brother, Jack, was a banker. Let me rephrase that. A Banker. Capital “B.” Born in the early 1900s in England, on the wrong side of the class divide, he rose to become branch manager of a very large Lloyds Bank branch in central London, England. Continue reading »
In which we learn to open communications with prospects using something THEY are interested in.
So, my first child is at college now. First year. Good news and bad news. I haven’t heard from him much. He doesn’t return my phone calls. Doesn’t reply to my text messages. Doesn’t write back when I email him. (Not that I’ve tried THAT many times.) Continue reading »
In which we are reminded that not every prospect is worth our full attention.
When I heard Al Hirt (jazz trumpet player popular in the 1950s and 1960s) play the song, "I Can’t Get Started," as a 10 year old, I fell in love with that song and the horn. Continue reading »
In which we are reminded to mind our prospects and clients why they wanted to talk to us in the first place.
Remember the line, "When you’re up to your a** in alligators, it’s easy to forget the objective was to drain the swamp"?
Early one morning last week, I began reading a proposal we requested and received from a computer consultant. Continue reading »