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 »
In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »
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 »
In which we are reminded to understand at the beginning of a conversation our client’s purpose. Read more »
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 »
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 »
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 »
In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions. Read more »
In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well. Read more »
In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.” Read more »
We Are Seriously Social.