Think that’s a lofty title? The Post-it method helps you tap your creativity, focus effectively, plan and follow through brilliantly, and even sleep better at night. Who knows what that might lead to? The Post-it method is effective for creating work aids, and vital for creating training programs or comprehensive curriculum. It's perfect for prepping to [...]
Materials You need a bunch of Post-its and something to write with. It helps to use just one size and one color Post-it. However, that’s not vital -- use what you have as long as they are large enough to write on. NOTE: Do not plan to use different colors or sizes to organize, prioritize, and [...]
“Personality” assessments have been positioned as business tools for many years. From Myers-Briggs, to DiSC, to the briefly popular Colors, these supposedly help us better understand and communicate with others—including sell to them. Before covering why such tools are often counterproductive in selling, I want to address their unintended darker side. […]
Rating prospects helps you project new business, and indicates where you should focus your efforts. This article is an overview of what does not work well, followed by what does. We begin with this advice: Detach rating prospects from your pipeline. […]
Do not rate prospects you’re marketing to, keep these in a prospecting bucket. Do not rate prospects who have only scheduled the first sales conversation. Only rate prospects with whom you’ve had at least one actual sales conversation. Apply points as you uncover information and/or as things change. This lets you rate prospects throughout the process. [...]
A call, chat or email comes in. Prospect asks, “Do you have…?” or "How much?" We think, "it depends" and "we offer so much more." We think, "sell on price, lose on price." In other words, we want to have a different conversation than the prospect does. Here are tips for doing that, starting with some [...]
