Don’t Look Now, But Good Times Continue
These statistics are from Citizen's Private Bank & Trust: • The economy showed growth in Q4 2013, better than expected, despite a government shutdown, Federal Reserve uncertainly, and the new healthcare system. • GDP (Gross Domestic Product) was revised up from 2.8%
Prospect Discussion Sequence
IF you're confident your meeting is with a buyer, here's a suggested sequence to organize a first encounter around meeting your maximum objective: agreement to consider a proposal and discuss it in the next few days. ▪ Opening. Niceties, greetings, etc. ▪
Hold the Backup
Stop thinking you need validation and, worse, taking the time to provide it whenever you speak. • You don't demand to see the collegiate records of your dentist, nor the last inspection reports from the board of health. • You don't demand
The Difference Between 1 and 7
I was graduated number 9 academically in high school, and number 7 in college. I tell you this not to brag—I don't want to recreate Facebook here—but to explain a significant difference in labor. I studied with my own discipline (I
DASM The Tonight Show: Everything Old Is New Again
My wife was with me in the audience when a "famous" speaker used material that was 20 years old in his presentation. "I recognize that as ancient," she said, "and I'm not in the profession." Monday night, after enough fanfare to
You Don’t Need An Olympic Effort
These athletes at the Olympics are dealing with treacherous hills, dangerous runs, tough competitors, psychological pressure, and so on. In a split second they can forfeit years of tough training and a lifetime of aspirations. When you deal with a buyer,
You Can’t Even Fool Some of the People Some of the Time
Of all the useless items I receive, the "newsletter" from the political candidate running for reelection which arrives a week before the vote takes first place for transparent pandering. Why didn't I receive some update over the past year or two
Are You An Expert Or A Delivery Wagon?
If you walk into a meeting with a buyer oriented toward a "solution" or methodology, you're going to default to it like a homing pigeon no matter what the buyer says about his or her needs. If you walk in with
How to Impress A Buyer
If you want to impress a buyer at your first meeting in the buyer's office, think about these techniques: • Google the firm and find out something about it's recent history worth discussing. • Google the person and find something in his
Respect and Affection
Too many consultants want to be liked. They are desperate for affiliation or even deeper regard. However, what we need from buyers is respect. You can respect someone without necessarily liking them. (Speakers who use the stage for their own