In my last post, I discussed the value of identifying which prospects are a good fit for your business. Like 70% of the population, Carol is a combination of two different styles. She has a social style, which is very personable, outgoing, and caring, while her professional style is ambitious, directive, and fervid. Not considering […]
Assess Before You Say Yes, Part 2 Read More »
When starting a business, professional practitioners tend to work with any (and all) people who are agreeable. This even happens when you’ve been in business for a while. Often, you say “yes” before you assess whether it’s a good fit for you. Last week I met with a prospect who is struggling to close sales.
Assess Before You Say Yes, Part 1 Read More »
“Tell me a story.” When I was 4, I begged my father to read me a bedtime story. In those days, few children’s books were available, especially in our household. So my Dad selected Gulliver’s Travels. In my mind’s eye, I imagined Gulliver meeting new people, whose size and behaviors differed drastically from his. Despite
