Better Questions, Listening

Not Thirsty (Issue 752)

In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea. Read more »

Before the Fall (Issue 748)

In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. I was desperate to find a table and a chair at which to sit for my 11:00 am conference call. Away from my office, on the ground floor of a client’s office tower, … Read more »

Playing Clean (Issue 747)

In which we are encouraged to break down our sales conversations and work out the sloppy spots. Read more »

Pantry View (Issue 746)

In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations. Read more »

Sharing Control (Issue 733)

In which we are reminded that “collaborative conversation” with clients is frequently better than “we keep control.” Read more »

Take What The Defense Gives You (Issue 732)

In which we are reminded to pursue issues in which our  clients are interested rather than issues we PLANNED to talk about. Read more »

Change from the Periphery (Issue 728)

In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP. Read more »

Question the Question (Issue 725)

In which we are reminded, yet again, to find out what’s behind the question before answering. Read more »

Baby, It’s Cold Outside (Issue 722)

In which we are reminded to pay attention to our clients ‘FEELINGS’ as well as their facts. Read more »

We’ve Been To Your Web Site (Issue 717)

In which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own. Read more »