This Is the Paradox of Insight

alt text image of a road sign with an area pointing in each direction

The paradox of insight is that in order to be paid for it, you have to give it away. You can’t easily capture your dream client’s attention if you can’t share your ideas about how they can improve their results. That’s the value proposition for spending time with what you send … [Read more...]

You Need Insight Plus Rapport and Relationship Skills

alt text image of a two by two matrix with insight and rapport

Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here] Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes you a time waster. Most people in … [Read more...]

In the Right Dosage

alt text image of a woman taking too much medicine

When you are sick, medicine can help. But first it has to be the right medicine. And second, you have to take the medicine in the right dosage. Advice on how to sell better is the same. You hear a lot of advice about the value of social media. Personally, I’ve benefited … [Read more...]

The One Right Answer

alt text image of a path

There isn't one right answer. There are many paths that lead from target to close (or any other outcome you are seeking). If your client is already dissatisfied one path might be to help them better understand their needs. But maybe when you find your dream client they're not … [Read more...]

How Theory and Practice Are Different (A Cautionary Tale)

alt text image of a stack of cement blocks

My old man has a friend who spent his entire life in construction. Let’s call him Tommy. Late in his life, in order to advance in his trade and become a supervisor, Tommy began taking classes at the community college. One class happened to be about ordering stone for the … [Read more...]

You Are Teaching. But Are You Also Learning?

alt text image of a blackboard

One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real chops (and I don’t believe we’re doing … [Read more...]

Guess Who Else Has Insight?

alt text image a paper being ripped revealing the word insight

You have insights that you are dying to share with your dream clients. You know that these insights can make a difference for your clients. But guess who else has insights? That’s right; you’re clients have insights of their own. Many of your clients will not have been sitting … [Read more...]

Ice and Eskimos

alt text image of an igloo

In the old days, to describe someone with sales skills people would say things like “He could sell ice to an eskimo.” That phrase was used to describe sales acumen, especially overcoming objections. But selling has changed. You would never sell ice to an eskimo. He doesn’t need … [Read more...]

The Urgent Case for Business Acumen

alt text image of a table with coffee and a complex business drawing

The vignette that follows is true. Only the names of been changed to protect the guilty. The CEO was on the telephone. He said, “I need to speak with someone who knows more than you.” The salesperson on the other end of the phone responded, but it didn’t seem to help much. The … [Read more...]