You are browsing the archive for 2011 April.

Choosing Default Can Take You Down

April 18, 2011 in Success Strategies

Warning: Default decisions and actions, although seductive when chosen and not always easy to recognize, can be lethal to your success. First, perhaps it’s best to define default. It occurs when you have chosen–operative word, chosen–not to make a decision or take an action that would help you move forward in achieving what you want in business, in your career, or in your personal life. Many companies lose market viability because of a default mind-set that results in default behavior. Individuals lose out on career and personal relationships, due to default behaviors. So, how do you recognize this lethal-to-your-success choice of behavior? [...]

How to Gain Agreements with your Clients

April 3, 2011 in Consultative Conversations

It happens to us all…an important client meeting with “less than desired” results. With a little planning and a partnering process for the conversation those types of calls can be reduced. Suppose you are preparing for an important client conversation. With “less than complete” client knowledge your discussion, if not “target on”, could produce a meeting outcome of buyer delay and stalled sales cycles. On the other hand, planning and using the Four Client Agreements defined below will help you gain the critical information to build customer focused recommendations, move the sales cycle forward and distinguish you as a valuable [...]