Leverage
Archimedes said, "Give me a lever and I can move the world."Find the lever that will move your buyer to begin immediately. The probability is that it will be more personal than organizational.
Jumping Ahead
Try using this phrase with buyers "on the fence": Why don't we cut to the chase? I'll provide you with a proposal that will focus on the objectives and value of the project along with your investment and a dramatic
Never Go Back
What you need to be helping clients with now—and promoting to prospects—is NOT how to "return to normal" with the vaccine ramifications. The test now is using what we've learned or jury-rigged (remote meetings, internet sales and service, working at
The Screaming Sellers
I love the videos of the guys (it's never women, only men) striding across a stage, shouting into a mike, telling people how to "sell." They always seem on the verge of a heart attack or some kind of spasm.
What World Are You Inhabiting?
If you are running any kind of small business, boutique firm, or solo practice, and you remain reliant on a physical sales force visiting clients, or appearing someplace yourself, then you must have been in a coma for the last
Get Out on the Field
I was watching a football game played in a torrential downpour last night. Everyone showed up, no one complained, they did their jobs. It was decided on the final plays.Yet some people won't pick up the phone to call a
Energy
It has become abundantly clear that, short of a vaccine, the virus is going to charge and retreat, charge and retreat. Thus, nothing is assured, long-term, except the fact that your clients and prospects will need help in adjusting.What are
Seismic Shifts
There was a 3.6 magnitude earthquake in this area of New England yesterday, only the ninth of its kind since the 1700s. We've never had a stronger one. In California, it wouldn't even merit discussion.Some of your clients have become
Refer to This
The next time a prospect asks for references:• "Every person I give you will rave about me. What is that going to prove?"• You probably don't have a trusting relationship if the buyer needs to seek validation elsewhere.• "Sure, but
The Best Customers
We have patronized a restaurant in town here since it opened (as well as two of its sister restaurants in New York and one in Palm Beach). The maître d' told us once we were perfect customers: We dined early,