NEWS FLASH – not everyone needs your product. No, I’m serious.  There are people out here – nice, normal, good people – who don’t need what you are selling.  Honest. I tell you that because I have had two encounters with sales people recently where they were shocked that I didn’t think their product fit my client’s needs. Of course this wasn’t followed up with clearly articulated, well thought out reasons it should be a fit. It was a fit because “everyone else uses it” or the sales rep was sure it was a fit.  Well, my clients are unique so they don’t do what “everyone” else does just to follow the pack.  And I’m really happy that the sales reps have the gift of fortune telling but I’ve never really bought it. Okay, so enough rant. The point is, you need to ask smart […] Continue reading

I attended a meeting yesterday where the speaker said that culture gives us context for interpretation (much abbreviated from what he said, but that was the gist).  I thought that was interesting because there are times when one does exactly what one thinks a customer wants only to have it go horribly wrong and not understand why.  Our culture is influencing our interpretation of the situation so we can’t understand. Recently, my dog brought me a baby bunny from a nest in the backyard. From his standpoint, he was doing a good thing by eliminating pests.  From my standpoint my baby is a killer!  Two perspectives that couldn’t be more different!  But, as his client, Fritz has worked hard to try to understand and do the right thing. Now, as he’s a dog, he tries to do the same thing again but the situation still […] Continue reading