Any Excuse (Issue 619)
Saturday, May 4th, 2013In which we are reminded that it’s our job to create reasons to talk and possibilities for action.
Archive for the 'Classics' Category
Sounds in Darkness (Issue 580)
Sunday, July 22nd, 2012In which we are reminded that listening, really listening, involves more than words.
Mother, Please! (Issue 489)
Monday, October 4th, 2010In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions.
Frank is one of our neighbors… smart, funny, knowledgeable… and I do my best to avoid conversation opportunities with him.
Follow the Steps (Issue 487)
Monday, September 20th, 2010In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.
Do Not Confuse Effort with Results (Issue 483)
Sunday, August 22nd, 2010In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.
Selling Past No Close (Issue 473)
Monday, June 14th, 2010In which we consider what to do when we run into someone who has no need, no hurry, or no money.
From the “you probably had to be there and I will give it a shot anyway” department:
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?
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:
Save Room for Dessert (The Annual Thanksgiving Column)
Monday, December 1st, 2008In 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.
Relationship
Monday, May 12th, 2008On Saturday night, I watched the movie, “This is Spinal Tap,” a 25-year old “mockumentary” about a fictional, dreadful heavy metal band named, as you might guess, Spinal Tap.