Sales Pro: Driving Client Loyalty through Nearsourcing

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Giving Business Away:

How often do you retain a client by giving business away: Okay, I don’t necessarily mean walking away from your paying clients but providing them solutions outside of your product or services.  The idea of being a trusted advisor can be misconstrued.  Quite often we only think of being a trusted advisor for our own area of expertise.  We do everything we can to deliver at higher than expected level for our clients, partners and prospects, ...

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Sales Schmo: Cheap Tires

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Last week I spent my late Friday morning and early afternoon waiting for my car to be fixed. I knew coming in I needed new brakes, and oil change and a tire rotation…at least that is what I was hoping.

The Tires

My tires didn’t look great but in my not-so-professional opinion, they just needed to be rotated. Come to find out after much spirited discussion with the Tire Sales Professional, that for the safety of my family, colleagues and friends, I ...

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Sales Pro: When Shouldn’t You Give Up?

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Good Luck or Hard Work?

This past weekend I found myself once again on the sidelines of a soccer field coaching my daughter’s school team.  It became evident early on this would be a very tight game.  Toward the end of the first half, the opponent scored on a goal that caromed off of two of our players and somehow found the back of the net.  The third quarter of the game, we dominated. We had multiple shots on goal and the ...

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Blind Spots

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We all have blind spots. The irony is, even though they are called blind spots, we generally know what they are and yet we, for the most part, just live with them. We make a decision, to live with them. It may be a passive decision, but regardless, we make a decision.

Do you ever catch yourself saying, “I know I need to get better at ________”, then you go off and do nothing about it? Sometime later, you make the ...

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Failure = No Values Alignment

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Not too long ago I had an engagement with a client end one month earlier than anticipated. I consider it a great failure on my part.

Why? Because the first time I met with the CEO of this prospective client I said, “I have learned over the years not to do business with companies where my values don’t align with theirs.” I was asked by the CEO I was meeting with what “alignment of values” meant.

After explaining and with little acknowledgement ...

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