Better Questions, Listening

Let’s Get A Puppy

In which we are reminded that, when our clients go “short-term”, we should ask, “What if…?”. Read more »

What’s Been Happening? (Issue 942)

In which we are reminded that price is often, perhaps even predominantly, not the reason that our prospects defer or decline our offers. Read more »

Missing The Point (Issue 941)

In which we are reminded to look at the outcomes our clients are seeking to achieve (in addition to understanding what they’re asking for). Read more »

Assessing Buyer Risk Appetites (Issue 939)

In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services. Read more »

Two Doctors (Issue 933)

In which we are encouraged to lead our clients to new insights rather than reacting to their requests or complaints. Read more »

What’s The Payoff? (Issue 932)

In which we are encouraged to move clients forward by asking about payoffs rather than pain. Read more »

Did You Really Want to Hear? (Issue 929)

In which we are reminded that the answers we hear are, often, influenced by the interest we convey…or don’t. Read more »

Early Picasso (Issue 923)

In which we are reminded we cannot understand our clients’ as we see them now unless we understand how they got here…and how their journey influenced them. Read more »

How Would I Know? (Issue 922)

In which we are reminded it’s useful to know how our clients usually handle situations AND their buying criteria before making a recommendation. Read more »

Totally Concrete (Issue 921)

In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »