“We Space”: Getting Things Done Through Rapport
Friday, 15 Jun, 2007
“We Space”: Getting Things Done Through Rapport

I recently went through a stressful move – but of course all moves are stressful. Given I had to continue running my business, travel for work engagements, and help with my son’s wedding (thankfully my future daughter-in-law is as obsessive as I am), I had to get all the moving parts very well organized in […]

What about sales is sacrosanct?
Tuesday, 12 Jun, 2007
What about sales is sacrosanct?

Sales is not about assessing needs or solving a problem: it must be about managing the system that created the Identified Problem to begin with – and only the group that created that Problem can resolve it.

Systems thinking and sales
Tuesday, 12 Jun, 2007
Systems thinking and sales

We all (including ‘buyers’) live within systems that are self-sustaining.
When an Identified Problem occurs that might require a resolution (and buyers seek resolutions to business problems, NOT a new product purchase!), the entire system that created it and maintains it must be included in the solution or disruption will ensue. That is the length of […]

Service
Monday, 11 Jun, 2007
Service

I’ve had several instances today in which people whom I’ve paid to give me a product or service didn’t contact me to tell me something I needed to know, and it cost me money. When I finally got ahold of them, they just kinda shrugged it off.
How do we know when vendors will give us […]

I Don’t Know
Saturday, 9 Jun, 2007
I Don’t Know

What does ‘I Don’t Know’ really mean?
When someone really doesn’t know, the entire question asked of them sounds like fuzz. Their response is ‘HUH? WHA?’
When they say ‘I Don’t Know’ that is merely a piece of a sentence, the rest of which is: I don’t know where in my brain that data is stored so […]

Something to Ponder.
Thursday, 7 Jun, 2007
Something to Ponder.

Where do you think your prospects go after you’ve done your info gathering, made your pitch, and set up a lovely relationship?
What makes you think that solving the problem with a new product is their ultimate goal?
What makes you think that making a purchase (of your product) is the next step for the prospects – […]