Strategies for Managing the Sales Process: In which we pause for a moment to consider whether we’re balancing well.

Strategies for Better Questions, Listening: In which we are reminded to position and sell only what our clients are able to absorb and implement.

In which we are reminded to plan ahead to maintain our momentum to finish this year strong and prepare for 2012.

In which we are reminded to be curious – ask for the details rather than being satisfied with high level answers.

In which we are reminded to prepare a plan to finish our sales processes.

Strategies for Better Questions, Listening: In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us.

In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task.

Strategies for Managing Sales Process: In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move to sell.

Strategies for Better Questions, Listening: In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions.

Strategies for Better Questions, Listening: In which we are reminded to clarify terms we don’t understand before presenting ideas.