Do you look for a reason to disagree with your prospective client? One primary goal in a first meeting with a prospective client is to create a connection. I want them to think of me as someone they'd like to know. Being irascible and contentious is not the way to get there. Ultimately, it's only through harmony that one can invite any change Read More...
When you have a meeting at a prospective client's office, do you ask for a tour? Is an escort around the client's office space an effective use of your time? Ask for a tour. First, you never know who you’ll run into, the chairman or the CFO or an old friend from college, which happened to me once in New York City Read More...
This blog is a merger between structured creativity and selling. There is a natural union between the two. Since 1993, I have been exploiting that union for myself and for my clients. This blog is perhaps just another iteration of that exploitation. It is a sales blog, but underpinning everything in it, is structured creativity Read More...
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