You Pause, You Lose
In which we learn to regain the lead in a conversation by eliminating pauses. Read more »
Better Questions, Listening
Leaking Sprinklers
In which we are reminded to meet routinely with our clients, certainly with our most significant clients, so we can anticipate and address challenges early rather than waiting for them to call us once there’s a breakdown. Read more »
Deconstruction
In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one size fits all’ recommendations that miss underlying issues. Read more »
Survival Blinders (Issue 866)
In which we are reminded to keep our antenna up even when we’re under pressure to hit a target. [Text received] “Hey, Nick. Rob Smith here. Were you just in the Orlando airport?” Rob is one of my favorite clients. I received his text a few minutes after I settled into my Jet Blue seat … Read more »
Stay ‘Open’, My Friends (Issue 856)
In which we are reminded to “stay open and curious” when a particular call objective doesn’t work out. Read more »
What’s the Norm? (Issue 855)
In which we experience the power of peer group comparison. Read more »
What’s Changed? (Issue 853)
In which we are reminded to focus on “change” when we’re talking to our clients. Read more »
I Hate Role Play (Issue 851)
In which we are encouraged to break down our sales conversations and work out the sloppy spots. Read more »
Simple. Open. Questions. (Issue 849)
In which we are reminded not to hint at expected answers when we ask questions. Every few years, the Commonwealth of Massachusetts invites me to refresh my driver’s license. Last week, I went to the Registry of Motor Vehicles first thing in the morning. “Why are you here?”, inquired the friendly person at the desk. … Read more »
We Are Seriously Social.