Better Questions, Listening Archives - Page 21 of 27

Better Questions, Listening

In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »

In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard. Read more »

In which we are urged to increase the attention we pay to context in the questions we ask. Read more »

In which we are reminded that the seeds for future sales come from the sales fruit we harvest now. Read more »

In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same. Read more »

In which we are reminded to focus on our clients’ voices to silence the voices in our heads. Read more »

In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »

In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected. Read more »

In which we are reminded that sales is, at heart, an interview about which we can learn from from news guys. Read more »

In which we are reminded that 1 pound of discovery is worth 10 pounds of recovery if we make assumptions and present solutions too early. Read more »