Five best practices to transform your “sales”

Andrea Howe
Category : Weekly tips June 27, 2016

This post is part of our Weekly Tips series.

Looks like I’m on a bit of a roll with the sales topic. That’s partly because the topic is germane no matter what title your business card indicates (every single one of us is selling ideas), and partly because there’s so much really bad advice out there about how to do it.

Hate to sell? Good. Do this instead.

Andrea Howe
Category : Weekly tips June 20, 2016

This post is part of our Weekly Tips series.

Authenticity

Everyone loves to buy. No one likes to be sold—not you, and not your clients. That’s for good reason, because “selling” gets a deservedly bad rap. Even in the dictionary, the verb “to sell” is linked to imposing, cheating, betrayal, and slavery.

I repeat: How NOT to start a conversation with a new client

Andrea Howe
Category : Weekly tips June 13, 2016

This post is part of our Weekly Tips series.

Authenticity

It happened again, just last week. We’re on a teleconference call. Charlie and I are the buyers. We’re joined by a salesperson. A couple of our team members beep in and the call officially begins. Sales Guy leads brief introductions for all attending. Good. We exchange a few pleasantries. Nice. Then Sales Guy does the thing I hate most.

A “Cosmo quiz” on arrogance: You might be surprised how you score

Andrea Howe
Category : Weekly tips June 6, 2016
A “Cosmo quiz” on arrogance: You might be surprised how you score

This post is part of our Weekly Tips series. I work with a lot of really smart clients who aren’t arrogant at…


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