Techniques for FIT

• Prospecting is easy - talk to someone about what you have to offer. Preferably someone who can buy it. 
• Picking up the phone - one of two things will happen. They'll be there. They won't be there. Plan for it. 
• When interrupting someone, assume they were thinking about something or someone that wasn't you before you arrived. Start at the beginning.
• The beginning is the end in business communication. Start with your final point. It will keep you and the listener on track. 

Being Human - Guesses

Stop guessing.

"What should we tell them?"
"What will they think?"
"How much is this worth?"
"Why are they leaving?"
"Who's behind that decision?"

Stop guessing.

Get on the plane. Get in the car. Get on the phone. 

Start asking. Start listening. 

Simple, but not easy. 
 

Random Stuff

My latest article. This one is in InsighfulAccountant

Developing Talent: Your Firm’s Next Biggest Win Depends on It

Your firm's biggest account in the future will come from someone you already know. . .a staff member that went on to another opportunity. Read on to see what I think you should do about it. 

GC

Back from Green Bush

In case you missed me at the Packers' game last weekend, here's some tiny pictures from the very frozen tundra of L-L-L-Lambeau. 



Go Pack Go!