Head In the Sand
People who "cold call" remind me of these guys who dig holes on the beach. The roar and power of the ocean cover them up. They leave nothing lasting. If you want something to last, build it, and stop burying
Whoops!
A dangerous convict, shackled in the back of a police car for transport, nevertheless is able to choke the police officer driving the car, cause a crash, grab his gun, force him to unshackle him, then take his cell phone
Express Lane, Four Items Only
Why were you interested in seeing me today? If you had unlimited resources to improve just one thing, what would it be? I can help you with that, may I ask you some questions so that I can prepare
Ownership
The intellectual capital you walk into a client with is yours, and you walk out with it. The only "work product" that the client has paid for and can keep is what, specifically, you create for that company. Don't allow
Methodology
Let me suggest to you that you need to focus on this sequence: Find the economic buyer, that person who can authorize a check for your value. Do NOT allow yourself to become entwined with lower level people. Use them
Trust Me
A "trusted advisor" is someone whose expertise is highly valued, in whom the client has great belief, and who is highly responsive to client questions and issues. A "retainer" is merely the monetary conveyance that pays for such access.
Backbone
When you push a book that's on a table, the book will move. However, if you push a book that's resting against a wall, it will not move, no matter how hard you push. With prospects and clients, are you on
The Successful Sales Meeting
Every business meeting you enter you should enter with confidence. If you don't have this attitude, you are far more likely to have an unsuccessful meeting. It's as simple as that. How do you ensure the confidence? Simple: Prepare in terms of
To Do or Not To Do, That Is the Question
Consider eliminating "to do" lists and starting a "to create list." If you focus on what your outcome should be, as opposed to your tasks, you may just find that you don't need nearly as many steps to get there.
That Sound? It’s the Breakers. No, I’m Not Kidding.
I'll be on vacation in another week, and I tell people to feel free to call my cell while I'm on the beach. Most are astounded. But I don't mind taking calls (and making money) when I'm a few yards