Are You Afraid Of The Weather?
They may fix the weather in the world Just like Mr. Gore said But tell me what’s to be done Lord ’bout the weather in my head Donald Fagen of Steely Dan I don’t mean the rain and snow weather, … Continue reading →
Category Archives: Business relationships
How Does it Feel? (Getting to the Heart of Sales Success)
“… [P]eople will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Maya Angelou Emotions are the fundamental drivers of the decisions we make. We’re drawn to what we … Continue reading →
5 Ways to Help Someone in Need (Even When You Have No Time, Money, or Resources)
These kinds of things happen all the time. But when it happens to someone you know well, you pay more attention. A producer friend I’ll call Ruth was getting ready to renew the business insurance for Don, a loyal and … Continue reading →
Overcoming Buyers’ Last Minute Inertia
Last time we wrote about those frustrating times when prospects hem and haw, refusing to commit to setting an appointment or closing the deal, even when you’ve shown them it’s clearly in their best interest to go forward. We blamed … Continue reading →