When Your Customer Is Ready

Your customer is rarely ready now. They may be ready in time if you remain relevant; however, this takes work and care. Work is in the way you communicate and deliver what is valuable with your prospective buyer. Care comes in the way you own the problems your buyer has. It has much less toContinue reading “When Your Customer Is Ready”

Caught Selling

As I was in the waiting room of an office, I could see the inevitable.  A buyer and a seller were missing each other; the same script being played out.  The professional seeking to sell his services is telling the buyer how great they are and what they have to offer. If you turned the sound off, youContinue reading “Caught Selling”