Better Questions, Listening

How Much Is That Doggie? (Issue 471)

In which we are reminded to answer questions with questions and to delay quoting a price until we know what we’re being asked to quote. Read more »

Taking A View (Issue 463)

In which we are reminded that being a good advisor to clients often means leading them. Read more »

Ready Comprehension (Issue 461)

In which we are reminded to listen beyond the point at which we think we know the solution to a client’s problem or challenge. Read more »

So What (Issue 458)

In which we learn the importance of asking for the story behind the story before we present our recommendations. Someone made the mistake this week of asking me, “If you could only teach one skill to improve sales performance, what would it be?” That’s a question akin to, “If you could boil the meaning of … Read more »

Insultative vs. Consultative Sales (Issue 452)

In which we are reminded that “consultative selling” involves the application of judgment. 7:00 am. Breakfast. Lloyd’s Diner, Natick, Massachusetts. [Don’t ask why. I’m sure I had a good reason.] Read more »

Which Way Do We Go? (Issue 443)

In which we learn to ask a fairly personal question answers to which will help us develop our account strategies. “So, what is your Plan B,” I asked? Read more »

Decisions They Have To Make Anyway (Issue 440)

In which we discuss questions that can help us facilitate when clients “go away.” About two weeks ago, I called a financial advisory services company to ask for help addressing a challenge that our company faces. Read more »

Translating for Trust (Issue 439)

In which we consider the importance of emotion as well as facts when confirming what we’ve heard. “We are honored and delighted that you are here with us this evening, sharing this meal, living with your host families for a week. We have enjoyed sharing with you…” Read more »

Rookie Questions (Issue 435)

In which we discuss applying research to generating questions that make a difference. “How is family contribution calculated? It was a rookie question about college financial aid. Our second child is applying for college admission; we join her at pre-application college “Information Sessions.” During the first of two on Saturday, the Admissions Officer offered to … Read more »

Juicy Conversation (Issue 433)

In which we marvel at the connection created by a story. Wednesday night, I sat with a friend for dinner. Sitting outside, a pink-sunsetted, warm, summer evening gently accented by shifting light breeze. A few folks around at other tables, a quiet night. We ordered food (mine was the “turkey, black bean, and cilantro burger … Read more »

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