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 »

In which we’re guided to ask opening questions that penetrate more deeply. When I return to the house after my vigorous “cutlass in teeth” romp at the office, my family members ask about my day. One typically asks, “How was your day?” The other, ” What did you work on today?” Would you answer those … Read more »

In which we remind ourselves that sales people are (usually) not competing against the clock during sales conversations. While channel surfing the other night I came to a rodeo tie-down roping contest, a.k.a. calf roping. Very exciting! At a given signal the calf bolts from its pen, dashing straight down the middle of the ring. Read more »

In which we learn a technique to deal with dreaded silence and wandering conversation. “I can’t hear very well, so I talk a lot.” Read more »

In which we’re reminded to dig into details when we ask questions. If you were to ask me, “how’s your house?” I would say, “Great…. a couple of creaks and groans and… just fine” However, if you were buying my house, you’d bring your team of inspectors and you’d find a lot to write down … Read more »

In which we learn to not to assume that clients want to fix their problems. I married a nurse. I’ve developed a taste for stories that capture staff and patient life in hospitals. One of my favorites: Read more »

In which we are encouraged to hear our clients stories as guidance toward the solutions they need and want. I could not stop myself. I had to tell my company’s story. Last Wednesday, I sat with Clarity’s Practice Manager, Maureen, at our conference table in the company of the very wonderful Susan, an expert in … Read more »