Interruptions and …Reclaiming the moment So, there you are right in the sweet spot of your pitch and the prospects’ phone rings. She naturally answers and there you are wondering how on earth to regain the momentum that existed just two seconds ago! As you listen to her side of the conversation it […]
Listening well …Means seeing well As if listening to the language a prospect uses (that might expose the way he sees the world) wasn’t enough, we have to pay attention to his body language too? But there’s good news … His way of seeing the world often gets confirmed by those physical signals. […]
Low / high swings…A challenge to fix If we have a machine that’s giving us a titration range that’s too wide, what are our options? Only because it’s probably the easiest thing to check, it might not be a bad idea to consider the possibility (probably remote) that the culprit is the controller. If […]
Good Listening…More than words Hearing what the buyer’s saying is easy – well it is if we actually listen – but even if we do, understanding what he means might be another matter. The reason behind this common communication problem isn’t just one thing. It involves a range of verbal communication matters that […]
Chemistry and …Titration consistency Titrating that wash tank sample is something we can practically do with our eyes closed. Right? Well, okay that might be a tough one to do since we actually need to see the color change! But the idea is that because it’s something we do multiply times daily, we tend […]
Planning and succeeding…Step # 1 of three A manager spending a joint sales day with a new representative was expecting a quick briefing on the first call that they were about to make. But instead of giving that status update and his plan of attack, the representative leapt from the car and headed toward […]
Baby it’s…Cold outside Unless you reside on the West Coast or the southernmost part of Florida, you know it’s been a pretty rough start on the 2018 Winter season. In the Midwest it’s been near zero a lot more that most remember and even the “snow drought” of the past couple of years is […]
Taxes, legal stuff and…bewilderment Assuming you’re like the rest of us and are looking forward to getting a somewhat larger take home paycheck in 2018, here’s a hint: If you don’t change your withholding rate (unless you’re an itemized filer) to reflect the new $24,000 standard deduction, and the larger child dependent deduction, the […]
Leaving with style…Leaving the door open So, you lost the account. Hey, it happens. But that loss may not be the end of the story. Despite that fact, some of us will take that loss to heart and in the spirit of a bitter ex-lover, adopt the “You’re dead to me” approach. Truth is […]
Silent Steve… Not a chatty guy Among the most famous silent types was none other than the early twentieth century President Calvin Coolage. His verbal reticence was so well known that a wife of a Senator made a bet that she could get Coolage to utter more than two words at a White House […]