Be Specific

In which we learn to ask direct questions to elicit direct, factual answers. Last week, we invented “Nick-Speak.” Read more »

Every Time

In which we’re encouraged to focus on customer interests, even if our companies are product focused. My daughter wants to redecorate her room. Eight years ago, when we moved into the house, my wife chose the paint and trimmings for the room. Now, my daughter wants a change – the paint, the furniture, and the … Read more »

You Know What?

In which we learn a three word question that focuses our sales approaches. My mother, born in 1917 and raised in England, detested certain American turns of phrase, chief among them, “You know what?”   Read more »

You Wouldn't Want To Do That

In which we are reminded to ask a question and clarify before expressing a point of view. We have the possibility of bunking and entertaining some ‘snooty’ out of town guests. They asked us to reserve space in a snooty hotel. Oh, joy. Read more »

You Wouldn’t Want To Do That

In which we are reminded to ask a question and clarify before expressing a point of view. We have the possibility of bunking and entertaining some ‘snooty’ out of town guests. They asked us to reserve space in a snooty hotel. Oh, joy. Read more »