Tall Ships (Issue 1228)
In which we discover that a short question can reveal a tall tale. Read more »
Better Questions, Listening
She Asked Me to Think (Issue 1227)
In which we are encouraged to address “resistance” or “obstacles” with questions that prompt client discovery rather than “overcoming” or pitching. Read more »
Target Zero (Issue 1225)
In which we are reminded about the impact of demography and geography on demand for services. Read more »
Bags, Belts, and Jewels (Issue 1218)
For the summer after my sophomore year in college, I took a sales job. Don’t laugh: Oxford-cloth-buttoned-down Nick was selling rustic women’s leather handbags, leather belts, and a jewelry line to head shops catering to the Grateful Dead crowd. My territory ranged from Janesville, Wisconsin, to Peoria, Illinois. The idea was that I would drive … Read more »
Someone To Watch (Issue 1202)
In which we are reminded to find and observe people who inspire us and show us what’s possible in our craft. A special mid-week treat this week. I went to the Old South Church in Boston to see Joe Robinson perform. He is a “modern finger-style guitar player“ in a style similar to his fellow … Read more »
Words on a Photo (Issue 1199)
In which we are reminded to clarify clients’ objectives before “taking their word for it” and responding to their requests. Read more »
Why Do They Call Them Seals? (Issue 1196)
In which we are reminded to ask “why”…more times. Read more »
Nodding and Smiling (Issue 1185)
In which we are reminded that, when someone nods and smiles, silent during one of our presentations, we can’t assume that they understand what we’re saying. Read more »
How Was Your Trip? (Issue 1180)
In which we are reminded that deeper insights come when we ask questions that prompt friends and clients to think and evaluate. Read more »
What Do You Mean By…? (Issue 1177)
In which we are reminded to fully understand our customers’ specifications before delivering. Read more »