Read time: 4 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= What if you’re missing the most important part of every sale? Last week, I watched our old pal, Frazzled Frank, the Product Rep, lose a deal in real-time. Frank was sweating through his dress shirt [again]. He […]
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#057 – The 3-sentence script that can save you from wasting hours on an architect
Read time: 3 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= Frank [not his real name, but he knows who he is] called me last month in a mild panic. “I’ve been chasing this architect for weeks. I spent over an hour walking him through our rainscreen system… […]
#056 – Why architects keep wasting your time (and how to stop it)
Read time: 3 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= The Architect’s Ongoing “Information Gathering” Game Ever feel like architects just want f.r.e.e. consulting… forever? And then… they go silent. If this has ever happened to you, you’re not alone. Architects don’t function like normal buyers. They follow […]
#055 – Selling to architects? Read this before your next call
Read time: 3 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= You chase architects. They ignore you. You finally book a meeting, but then you hear, “Just send over the specs, and I’ll take a look.” [Which everybody knows is code for: “I’ll forget about you the second […]
#054 – Are you targeting the right architects? This secret could transform your business
Read time: 3 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= Let’s say you’re hosting a Lunch-and-Learn presentation. You’ve got your slides polished to perfection. You’ve practiced your pitch umpteen times. And you even brought in those box lunches everyone loves (with a little surprise inside). But as […]