Better Questions, Listening

After Shave (Issue 813)

In which we are reminded to fully understand our customers’ specifications before delivering. Read more »

Free Falling (Issue 812)

In which we are reminded to be careful about making assumptions when we’re assessing clients’ issues. Read more »

Differentating Standard Products (Issue 810)

In which we see how to position standard products as “fresh” and “built just for you.” Read more »

Absolutely Convinced (Issue 809)

In which we are reminded that many clients are motivated to buy more by fear of failure than by positive benefits of change. Read more »

When Buyers Are Stuck In Ruts (Issue 808)

In which we are encouraged to move on when it’s clear that we should move on. Read more »

You Pause, You Lose (Issue 807)

In which we learn to regain the lead in a conversation by eliminating pauses. Read more »

Concordance…or… Facts Count (Issue 800)

In which we are encouraged to look at the facts behind our clients’ first thoughts  about their problems before jumping to recommendations. Read more »

Trusted Advisor (Issue 795)

In which we are reminded that advising, earning trust, and  generating value beyond our products involves looking beyond the needs our products address. Read more »

Maybe Don’t Say It All At Once… (Issue 791)

In which we are reminded not to call our clients’ babies ugly…. At least not all at once. “So, what do you think?” I asked my friend at intermission.  I had invited her to dinner to catch up on a year’s stories,  then to take in a local troupe’s performance of a Broadway musical. “This … Read more »

Assessing Buyer Appetites for Risk (Issue 787)

In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services. I was riding a city bus from my hotel to a client’s office for an early meeting.  There were some seats open, one next to me, and some people standing.  At the … Read more »