Strategies for Managing the Sales Process: In which we consider a practical strategy to connect with our prospects if we’ve not walked in their shoes.

Strategies for Better Questions, Listening: In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients.

Strategies for Positioning Value: In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.

Strategies for Managing the Sales Process: In which we are reminded that our greatest value and differentiation comes from “how” we do what we do rather than from the products we sell.

Strategies for Managing the Sales Process and Prospecting: In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting.

Strategies for Better Questions, Listening: In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions.

Strategies for Managing the Sales Process: In which we are reminded that retaining customers is a process of continual attraction.

Strategies for Better Questions, Listening: In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well.

Strategies for Better Questions, Listening: In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.”

Strategies for Managing the Sales Process, Positioning Value: In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients.