“Tell Me a Story…”
People love stories because they can relate to them. A concise, results-focused story will enable you to emotionally connect with your prospect, and define your value proposition at the same time.
Articles by Keith F. Luscher
Who Says There is No Silver Bullet?
How many of you have heard references to the metaphor of the Silver Bullet? Typically, it is used to represent the ever-elusive quick fix to achieving whatever goal one may wish to attain. In most cases, those goals will have something to do with economic prosperity or weight loss.
How Much Are You Paying NOT to Prospect?
Are you letting fear of rejection to keep you from prospecting? Maybe it’s just a lack of discipline. At what cost? How much are you paying NOT to prospect?
To Get Your Foot in the Door, Use a Wedge.
In B2B selling, what do you do when you want to pitch to a company, but you don’t have that connection? We say: To get your foot in the door, use a Wedge. Here are the eight steps in how to do it.
Why Aren’t You Getting Your Foot in the Door?
When it comes to B2B prospecting, we all know that ideally, the best way to connect with new, qualified people with whom we can discuss our business is through a common relationship—a personal introduction. Yet we all will face situations when we would like to get into the doors of an organization, and yet, we feel as though we are hitting a brick wall.
Listening: Life’s Most Important Skill
Listening is the most important skill you can ever develop. Listening is key to mutual understanding, which forms the basis for successful relationships.