Make it better…Make it yours? How many of us have left a business that we just visited and had this thought: “If I owned that place, I’d sure run it differently”? It’s a pretty sure bet that number’s close to 100%. And that critical attitude is totally understandable given the nature of our […]
Code words and…Collaborative selling Team selling is a great way to open that tough new account (or get past those cold call fears), but there’s some important pre-call coordination that commands our attention if that call we’re about to make will be as good as possible. First, let’s recognize that when we make that […]
Yep, It’s time…To spring into action The calendar may say it’s Spring, but most of us are still in that goofy weather period of gloves and hat one day and shirtsleeves the next! But fear not, pretty soon the flowers will be blooming, and the sound of lawnmowers and buzzing weed whippers will fill […]
Yep, It’s time…To spring into action The calendar may say it’s Spring, but most of us are still in that goofy weather period of gloves and hat one day and shirtsleeves the next! But fear not, pretty soon the flowers will be blooming, and the sound of lawnmowers and buzzing weed whippers will fill […]
A good word for…Processing aids Processing aides (or fillers) used in detergent formulations often get a bad rap because folks assume that they’re only in there to cheapen the product. Now for sure that’s the case with many low-end products, but for the most part even the best product you can buy contain some. […]
Going torchless…Smitten with Sharkbite So, despite the priceyness of them, you’re now a Sharkbite fitting devotee. There’s no denying that their ease of use (compared to using that torch, flux, solder and copper fittings – not to mention the singed fingers) makes them pretty darn attractive. But given their premium cost, the primary decision […]
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 […]