Better Questions, Listening Archives - Page 18 of 27

Better Questions, Listening

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 »

I Didn’t Know You Did That (Issue 578)

In which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise. Read more »