Q Notes, Quadrant 1: The Question Quadrant

To be useful to a client, you need ideas that help them. It’s a lot easier to get ideas when you understand their reality, what they need, how your client perceives their situation. You don’t get this without asking questions. A good sales meeting is devoted to questions. […]

More on Taking Notes

The face-to-face client meeting is the most important piece of the sales process. Capturing everything you can from that meeting fuels the future of the relationship. […]

Taking Notes in a Client Meeting

Rob Fitz’s book, The Mom Test, was recommended by a friend, who is the CTO of a financial startup. It’s essentially a book about sales conversations for startup entrepreneurs. The Mom Test explains to an entrepreneur how to have a conversation with potential future customers; a conversation that truly allows you to validate (or disqualify) your startup idea. In the preview of the book the author says one of the topics he’ll cover is how […]

F. W. Woolworth said, ‘I’m the world’s worst salesman so I have to make it easy for people to buy.’ He’d have loved this book. It’s all about the sweet spot where people, process, and purpose come together to make sales that are a success for everyone.
   --Wally Bock, Leadership coach and author of Three Star Leadership