Better Questions, Listening

Have You Had Enough? (Issue 955)

In which we are reminded to confirm clients’ satisfaction with their buying criteria after we deliver (rather than asking a general question). Read more »

Dance to THEIR Tune (Issue 952)

In which we are reminded to dance with clients’ answers to our questions rather than sticking to our own agendas and tasks. Read more »

Washing Groceries (Issue 947)

In which we are reminded, when clients dig in on an issue, to ask questions rather than persuade. Read more »

Let’s Get A Puppy (Issue 943)

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 »

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