Hold That Thought (Issue 563)
Sunday, March 25th, 2012In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.”
Archive for March, 2012
What If (Issue 562)
Saturday, March 17th, 2012In which we are reminded to poke our clients’ and prospects’ assumptions, the better to recommend solutions and to increase the value of our discussions with them.
Five Fast Ones (Issue 561)
Saturday, March 10th, 2012In which we are reminded to prepare for five predictable sales objections…. And then to stop asking for them.
Two Months Free (Issue 560)
Sunday, March 4th, 2012In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks.