Archive for January, 2019
The idea that one should “stop selling” and “start helping their clients produce better results” is to pretend that the first conflicts with the second the truth is that the first is one way to describe the second.
A directive that suggests that…Continue Reading
There are days when your resistance to work is going to be stronger than other days. Sometimes procrastination is easy, especially when the work has no pressing deadline. Even though you don’t feel like working, you have work you need to do.…Continue Reading
You call your dream client and say, “I’d love to stop by and introduce myself, tell you a little about my company and how we are helping companies like yours, and learn a little about you and your business.” The approach you use to schedule…Continue Reading
After reading Eat Their Lunch: Winning Customers Away from Your Competition, some people have reached out to me to share their results in scheduling meetings and starting strategic conversations with their dream clients. They’ve gotten the…Continue Reading