Problem First (Issue 466)
Monday, April 26th, 2010In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution.
Archive for April, 2010
Sales as Performance (Issue 465)
Monday, April 19th, 2010In which we are reminded that people frequently make decisions based on feelings, first, then on facts.
During a heated discussion recently, one of our colleagues growled, “Facts don’t count.” At the time, I thought, “What an IDIOT! Of COURSE facts count. This is a BUSINESS we’re talking about.” But… what if facts DON’T count as much any more? What would that mean for how you sell?
No Argument (Issue 464)
Monday, April 12th, 2010In which we learn to set context with past – present – future questions when a client or prospect asks for product information.
Taking A View (Issue 463)
Monday, April 5th, 2010In which we are reminded that being a good advisor to clients often means leading them.
On a recent Friday, I had lunch with a consultant I’ve engaged from time to time. As we munched our salads, he gently asked a number of questions: