Tag Archives: New Clients

Conversations Start Commerce

“Have I got a deal for you!!” This fast-talking salesman reflects a comical stereotype that suggests that business deals include sales professionals talking an unsuspecting customer into buying what they really do not need. Like many stereotypes, a piece of … Continue reading

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Storytelling Produces More Than A Happy Ending

Once upon a time, I win! That is the whole story. This short story completely summarizes the emotion, tension and finality of an epic adventure. From a business perspective, a great story incorporates a foundation for intelligent planning, strategic processes … Continue reading

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Find The YES In The Room

Ultimately, finding the “Yes” in the room focuses on establishing common ground. The sooner that the seller can identify the most valued benefits for the buyer, the quicker the buyer can establish closing. Time is a crucial factor in any transaction. The quickest, best offer does not necessarily win the deal. Yet, locating the “Yes” from both sides of the transaction communicates knowledge and value so that the transaction can conclude. Continue reading

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The True You Comes Through

Realize even in connecting with organizations where models and quantitative analysis drive decisions, people who are led by their emotions and biases are building these models. The human condition is inescapable in commerce. Consequently, the individual contacts and their personalities never stray too far. Continue reading

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Did You Catch That? Sales via Ears, Eyes, Heart

Ultimately, securing the better of any deal relies on acquiring better information. Words, body language, eye contact, even perspiration all provide clues to the transaction’s true value. Continue reading

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Selling Services – What Do Customers Get Again?

Sales professionals for services have to offer efficiency, good feelings, and so much more! Yet, referrals and relationships create incredible, repeatable results! Continue reading

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Networking Growth In A New Virtual World

With a nod to Mark Twain, “The reports of my death are greatly exaggerated.” Likewise, the laws of interpersonal networking have not been repealed! Evidently, the fundamentals to interact with other human beings remain intact. Yes, social norms evolve and … Continue reading

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My Story Speaks For Me

Branding and Client Relationships intersect to maximize new opportunities when the seller connects with the buyer at a personal level. Continue reading

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No Coffee Networking

Networking in the New Normal no longer requires a cup of coffee. Some old school, 20th Century business professionals may still drink coffee during Zoom meetings. Even if they prominently display their favorite coffee mug which has guaranteed icebreaking small … Continue reading

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My Brand New Old Friend

Old friends are simultaneously common and unique. A buddy from the playground, relationships based on college mischief, young mothers crying together at the kindergarten bus on the first day of school all become old friends! Longevity ultimately strengthens these personal … Continue reading

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