Leading the Witness (Issue 484)

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 »

Do Not Confuse Effort with Results (Issue 483)

In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title. Read more »

The Value of a Nice Ride (Issue 482)

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 »

Turning Over New Leaves (Issue 481)

In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting. Read more »

Next Steps (Issue 480)

In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions. Read more »