Weekly Sales Thoughts

In which we learn to ask a specific question to ensure the solutions we propose don’t draw out an immediate objection.

In the midst of a spectacularly beautiful snow storm, I joined a Christmas party that included immediate neighbors. As I glided past a small gaggle of them to grab a grape, I overheard the end of a discussion in which Neighbor A was expressing concern and a strong point of view about how Neighbor B should handle the snow in his driveway.

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In which we are reminded: Focus on results or impact when we introduce ourselves to prospects.

A long time ago, in a part of my life I can barely remember, I attended a party in Los Angeles. After a bit, I collided with a woman of about my own age and stature. “Hi,” I explained. I then asked, “Who are you?” She giggled and replied, “Who would you like me to be?” (Fade to black. Cut.)

This is a challenge many of us run into.

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In which we are reminded, “Don’t rule any prospect or group of prospects out” on the basis of a sweeping generalization.

During a recent conversation with a woman friend, she said, with a combination of distress, disgust, and disdain, “Ah, what does it matter? Men are all the same.” Continue reading »

In which we’re reminded to plan our sales capacity, saving room for the prospects and customers that will REALLY make a difference in our annual results.

Last Thursday, my family and I, complete with children and grand mothers, celebrated Thanksgiving. I married into a family that believes Thanksgiving dinner was successful only if the dining table legs threatened to buckle under the weight of the food on the table. This year was no exception.

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