It’s A Trap (Issue 514)
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 »
Better Questions, Listening
Do You Really Want to Hear (Issue 511)
In which we are reminded about the subtle cues we use to control conversation and how they affect what we learn from clients. Read more »
Hidalgo (Issue 509)
In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the truths they purport to represent. We can be entertained, and we should verify before contracting. Read more »
Triple Priced (Issue 506)
In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »
Toccata and Fugue (Issue 504)
In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience. Read more »
Favorite Question (Issue 497)
In which we are reminded to understand at the beginning of a conversation our client’s purpose. Read more »
Too Quick to Answer (Issue 491)
In which we are reminded that we need to understand the question before we answer. “Will this engagement address commercial real estate loans?”, one of the executives in the room asked. Read more »
Nothin’ But Trouble (Issue 488)
In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting. Read more »
Leading the Witness (Issue 484)
In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients. Read more »
Next Steps (Issue 480)
In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions. Read more »
We Are Seriously Social.