Better Questions, Listening

Varying the Mix (Issue 575)

In which we are reminded to vary the pace, style, and focus of our questions to maintain energy and engagement during sales calls. Read more »

Socks (Issue 570)

In which we are reminded that one key to cross selling is understanding clients goals’ and destinations. Read more »

The Story Behind the Story (Issue 565)

In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence. Read more »

Hold That Thought (Issue 563)

In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.” Read more »

What If (Issue 562)

In which we are reminded to poke our clients’ and prospects’ assumptions, the better to recommend solutions and to increase the value of our discussions with them. Read more »

Two Months Free (Issue 560)

In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks. Read more »

Transcendental Ghosts (Issue 556)

In which we learn from an America philosopher a question of discovery Read more »

Conversation Bridges (Issue 555)

In which we explore questions to get beyond small talk. Read more »

Where Do You Feel the Pain (Issue 554)

In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”  Read more »

Don’t Ask That (Issue 553)

In which we are reminded not to ask the question, “What keeps you up at night?” Read more »

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