In which we are reminded that it’s our job to create reasons to talk and possibilities for action.
Archive for the 'Classics' Category
In which we are reminded that listening, really listening, involves more than words.
In 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.
In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.
In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.
In 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:
In 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?
In 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:
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.