What To Do When Your Mistake Stalls a Deal

alt text image of a blindfolded cartoon business man walking off a cliff

Anonymous sent me an email. She believes she may have lost a deal. To protect her identity, I am not going to recount the mistakes that were made. It’s sufficient enough that we know that her dream client’s expectations weren’t met because she and her team didn't keep the … [Read more...]

What You Should Expect

alt text image of a salesman standing in the sun in front of a city

Expected Expectations Your dream client should expect you to pursue them over time. They should come to expect your calls, your emails, your invitations, and all of the efforts you put into nurturing a relationship. They should expect you to be unrelenting. They should not learn … [Read more...]

You Made Commitments You Didn’t Know You Made

alt text image of a pinky promise

Your client has to be wrong. They believe that you made a commitment that you aren’t keeping. But you don’t remember making that commitment. In fact, you would have never made the commitment they now expect you to keep. Here’s how those commitments get made. Your Silence … [Read more...]