Better Questions, Listening Archives - Page 3 of 26

Better Questions, Listening

Curious (Issue 1046)

In which are encouraged to be curious about and interested in our clients’ stories beyond the business opportunities we seek. Read more »

Simple, Neat, and Wrong (Issue 1045)

In which we are reminded to look at the big picture of our clients’ challenges, beyond the first symptom. Read more »

What Were They Thinking? (Issue 1044)

In which we are reminded to understand both how and WHY our clients and prospects have organized things the way they have. Read more »

Five Whys (Issue 1037)

In which we are reminded that we find more benefits that really matter if we ask “why?” more than once. Read more »

Grandi Ravioli (Issue 1031)

In which we are reminded not to assume that our clients know what they are doing when they ask for products or services. Read more »

Validate and Verify (Issue 1028)

In which we are reminded that, even when apparently well-informed and knowledgeable buyers cast themselves upon us with demands or requests, we can and should pause… and ask questions. Read more »

Every Little Clue (Issue 1021)

In which we are reminded to dig behind surface chit chat to learn more about our clients. Read more »

After Shave (Issue 1018)

In which we are reminded to fully understand our customers’ specifications before recommending or delivering. Read more »

What Price Did You Pay? (Issue 1017)

In which we are reminded that any business owner or leader chooses a path for a reason and pays a price for the journey; the “juicy bits” are in the story behind the story. Read more »

Bad Wiring In The Walls (Issue 1016)

In which we are reminded to look “behind the walls” in our clients’ operations lest we miss something that will become a problem. Read more »