Better Questions, Listening

The Bony Fingers of the Past

In which we are reminded to ask clients about “how you got here” when we discuss their challenges. Read more »

A Simple Game (Issue 987)

In which we are encouraged to raise continuously our performance through study and practice. Read more »

The Olsen Outcome (Issue 982)

In which we are reminded to help clients see the negative consequences of ‘no change.’ Read more »

Brighter Whites (Issue 980)

In which we are reminded that “honest assessments” can activate client defenses.   Read more »

Too Much Haste to Advocate (Issue 978)

In which we are reminded that one question isn’t a good discovery conversation, no matter what the reply. Read more »

Concordance (Issue 970)

In which we are encouraged to look at the facts behind our clients’ first thoughts  about their problems before jumping to recommendations. Read more »

Long Term Goals (Issue 969)

In which we are reminded that, sometimes, our role as friend, advisor, or sales person is to understand and remind people about their long term goals so they don’t undercut them with short-term shiny objects. Read more »

Pathetic (Issue 968)

In which we are reminded to ask (at least) several questions before deciding on a sales recommendation. Read more »

Leaning Birch Trees (Issue 967)

In which we are reminded (before we pitch our solutions) to understand our clients’ goals, competing priorities, and concerns. Read more »

I Had It Painted (Issue 963)

In which we are reminded not to accept, fully at face value, the stories our clients tell us.   When I received this story, shared by a good friend, I loved it immediately. Famous band leader Count Basie was upset because the piano on which he played was constantly out of tune. He told the … Read more »

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