Month: January 2018

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Why Selling Is a Dirty Word

By Liston Witherill / January 31, 2018 / Comments Off on Why Selling Is a Dirty Word

Charlatan. Liar. Snake oil peddler. Maybe you’ve felt like one. The opinions we form about salespeople – or more specifically, people who sell – are long-held and cemented into our brains. Most of us have a negativity bias, which simply means we overemphasize negative memories. Let me put it another way. Long before we started…

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Walking the Line Between Relationships and Time

By Liston Witherill / January 30, 2018 / Comments Off on Walking the Line Between Relationships and Time

Prioritizing our time is one of our biggest challenges. We have more than we can ever do in a day. Often our work competes directly with nurturing the relationships that matter the most. Somehow, it’s our job to balance the 1) the need to create clients and do work for them, and 2) the need…

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It’s a Process – Where’s Yours Stuck?

By Liston Witherill / January 29, 2018 / Comments Off on It’s a Process – Where’s Yours Stuck?

Independent business owners typically don’t think about Six Sigma or other big business management practices. And for good reason: they often don’t apply. But one application that’s useful is The Theory of Constraints. It goes like this: a process is only as good as its weakest point. So if you’re making cars, and the painting…

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The Assertive Myth

By Liston Witherill / January 28, 2018 / Comments Off on The Assertive Myth

Most tendencies and personality traits are measured on a spectrum. You’re probably not 100% introverted nor extroverted, except in a small number of cases. You’re not purely “left-brained” or “right-brained.” You’re not purely creative or rule-driven. You live somewhere on a spectrum between two traits. I recently heard someone say “I’m not assertive.” Surely there…

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A Non-Scientific Approach to Communication

By Liston Witherill / January 27, 2018 / Comments Off on A Non-Scientific Approach to Communication

At its core, selling is communication. If you sell like I do, you communicate if you can help someone and let them make a decision to accept your help or not. Sure, it helps to be persuasive, but it’s not acceptable to deceive.  If we throw away all the cheesy tactics, what we’re left with is pure communication. If…

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What We Sell

By Liston Witherill / January 26, 2018 / Comments Off on What We Sell

For many people, there can be a ton of resistance to the idea of selling anything. Steven Pressfield talks about The Resistance when he writes, and I believe it exists for many freelancers, too. Some call it imposter syndrome. Others call it simply fear. And still others say it’s that we were taught not to…

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Get More Consulting Clients With What You Already Have: The Leftover Strategy

By Liston Witherill / January 25, 2018 / Comments Off on Get More Consulting Clients With What You Already Have: The Leftover Strategy

Thanksgiving is my favorite holiday. It’s about getting together to cook a delicious meal, eating together, and doesn’t come with the pressure of gifts. After Thanksgiving passes, there’s inevitably a huge amount of uneaten food. (Note: we Americans call the uneaten food simply “leftovers.”) No one prefers leftovers. We prefer a fresh meal. We prefer…

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Republishing Content Isn’t the Danger You Think It Is

By Liston Witherill / January 25, 2018 / Comments Off on Republishing Content Isn’t the Danger You Think It Is

As a solopreneur, I write and publish a lot. If you consumed every piece of content I ever made, you’d notice that some ideas come up (much) more than once. I don’t worry about it too much. A few super fans might notice, but most won’t. A few years ago, someone noticed that Men’s Health…

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Selling the Worldview

By Liston Witherill / January 24, 2018 / Comments Off on Selling the Worldview

If you’ve read any of the sales literature out there, you’ve probably heard some variation of the phrase “people buy from people they like.” My friend Josh takes it a step further and says “people buy you.” He’s onto something. It’s true that likability is a huge factor when you sell. But the obvious next…

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Surviving the Feedback Gap

By Liston Witherill / January 23, 2018 / Comments Off on Surviving the Feedback Gap

When we first start something new, there’s huge excitement. We tell everyone we know. We collect their feedback and implement it. We make improvements and we ship. We sell something new. It feels good. The people we told about it are happy with what they bought. We’re happy that they’re happy, and we’re happy they…

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