In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients. Read more »
In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title. Read more »
In which we are reminded that our greatest value and differentiation comes from “how” we do what we do rather than from the products we sell. Read more »
In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting. Read more »
In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions. Read more »
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