Tennis or Chess?
People will agree to purchase your services, to engage with you, as a result of an intellectual, rational conversation. But they won't necessarily agree to do it quickly. People will agree to engage you immediately if they feel an emotional need
Choices
If you approach a prospect as a sales person, or vender, with a program or service to sell, you will be seen as a commodity. The prospect will focus on price comparisons and decide whether your particular alternative is needed
Following Up, Down, and Sideways
I received two separate apologies this week from people who owed me responses but had found my original email in their junk folders. (Like me, they check their junk folders before erasing them.) I understand that these things happen, and
Survival or “Thrival”?
If you allow yourself to deal with low-level people in organizations, you will be considered their peer and executives will not deal with you any more than they want to deal with them. If you seek to work with Human
I’ll Be Outside, Throw Me Some Food
A restaurant we've patronized since it first opened on a weekly basis, including take-out during the crisis, apparently was taking people on a first-come basis once in a new "phase" here. However, a masked hostess, standing six feet away, who
Help Is Here
A meeting with a prospect is not an adversarial relationship. I've heard "sales experts" spout that someone makes a sale, either you with your product or service, or the prospect by rejecting you. That's pretty sick, and I mean that in the
Consequences
Throughout my consulting career I've heard the plaintive lament, "She just won't change," and "He's hopeless, there's no way to persuade him." This applies to adults at work and children at home, to both genders, to all ages. Usually, the problem
Validation
My heavy-duty, Fortune 500 career occupied about 25 years of my life (before I transitioned to entrepreneurs and professional services providers). I worked with the best of the best in many cases, and learned more than any formal education could
Tracking
I find that in organizations, and individually, people do what's easy instead of what's necessary. They spend more time on computer backups, software, and gizmos than they do on trying to meet buyers. People obsess with smart phone videos and
For Your Own Ducking Good
Our ducks line up (or sleep) on the driveway, and everyone from our guests to UPS has to stop or carefully drive around them. Our pool guys get out of their truck and chase them. All of this reinforces the
