Stop Measuring ROI on Soft Skills TrainingApril 16, 2018 - 6:00 amMany, perhaps most, of our clients tend to ask us about how they can measure the returns from Trusted Advisor workshops. However, I suspect their reasons are a little opaque. More often than not, these buyers are already persuaded of the benefits. The potential clients who are truly skeptical are rarely the ones who actually […]
Sample Selling Without Giving Away the Whole StoreApril 9, 2018 - 6:01 amSample selling isn’t just for ice cream and perfume. I have argued that it works for intangible services, mainly because the seller has expertise beyond the buyer’s range, and sample selling makes it appear less threatening. But not everyone buys that. Consider a phone conversation I had not too long ago. It went like this: […]