Better Questions, Listening Archives - Page 17 of 26

Better Questions, Listening

Something to Talk About (Issue 606)

In which we are encouraged to find and share news or statistics with our clients and prospects that will prompt conversation about the little mysteries that are critical to their businesses. Read more »

Taken for a Fool (Issue 605)

In which we are reminded to be a little skeptical about what we hear from our prospects and customers. Read more »

How Will I Know? (Issue 601)

In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions. Read more »

Wind Blown (Issue 593)

In which we are reminded to focus on differences rather than routine questions when we write our call plans. Read more »

Captivating Rhythm (Issue 591)

In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know. Read more »

The Value We Bring to the Table (Issue 590)

In which we are reminded not to fall for the bait of taking an order just because the customer asked for it. Read more »

Dean’s Lesson (Issue 587)

In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories” before we attempt to sell. Read more »

Reasons We’ll Never Understand (Issue 586)

In which we are reminded to be a little careful before “doing someone a favor.” Read more »

The Reason to Buy (Issue 585)

In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t. Read more »

Sounds in Darkness (Issue 580)

In which we are reminded that listening, really listening, involves more than words. Read more »