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 »
Better Questions, Listening
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 »
Take Nothing for Granted (Issue 478)
In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well. Read more »
Creaky Knees (Issue 477)
In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.” Read more »
Looking for Spoons (Issue 475)
… in which we discover the benefits of asking broader questions before we qualify someone for our products. It’s a small cafeteria. Solid food to the right. Salad to the left. Cashier at the end. Read more »
We Are Seriously Social.