In which we are reminded that people frequently make decisions based on feelings, first, then on facts.

Strategies for Managing Sales Process: In which we learn to set context with past – present – future questions when a client or prospect asks for product information.

Strategies for Better Questions, Listening and Managing the Sales Process: In which we are reminded that being a good advisor to clients often means leading them.

Strategies for Managing Sales Process: In which we search for the trail head of the path to becoming clients’ Trusted Advisors.

Strategies for Better Questions, Listening: In which we are reminded to listen beyond the point at which we think we know the solution to a client’s problem or challenge.

Prospecting Strategies: In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party.

Strategies for Prospecting: In which we are reminded that starting conversations with people is the heart of prospecting.

Strategies for Better Questions, Listening: In which we learn the importance of asking for the story behind the story before we present our recommendations.

Prospecting Strategies: In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects).

Sales Prospecting Strategies: In which we are reminded about the power of referrals and associations to accelerate contact with prospects.