Earlier this year I made a sales call on a prospective client. When he greeted me at the door, he was being led by his seeing eye dog. My prospective client is blind.
The slides that I usually use to support a conversation were worthless. The…Continue Reading
Two weeks ago I told a client that his team needed to go back to the playbook I helped them build and the planned dialogues therein. He said, “To you those words are easy, but to our people they sound aggressive.” He’s not wrong. It’s…Continue Reading
This morning I needed to sell one of my clients on an idea. I knew it was the right idea, and I knew it was totally aligned with the outcome that she needs right now. The only challenge is that my advice conflicts with advice she received from a…Continue Reading