Better Questions, Listening Archives - Page 4 of 25

Better Questions, Listening

A Simple Game (Issue 987)

In which we are encouraged to raise continuously our performance through study and practice. Read more »

The Olsen Outcome (Issue 982)

In which we are reminded to help clients see the negative consequences of ‘no change.’ Read more »

Brighter Whites (Issue 980)

In which we are reminded that “honest assessments” can activate client defenses. Read more »

Too Much Haste to Advocate (Issue 978)

In which we are reminded that one question isn’t a good discovery conversation, no matter what the reply. Read more »

Concordance (Issue 970)

In which we are encouraged to look at the facts behind our clients’ first thoughts about their problems before jumping to recommendations. Read more »

In which we are reminded that, sometimes, our role as friend, advisor, or sales person is to understand and remind people about their long term goals so they don’t undercut them with short-term shiny objects. Read more »

Pathetic (Issue 968)

In which we are reminded to ask (at least) several questions before deciding on a sales recommendation. Read more »

I Had It Painted (Issue 963)

In which we are reminded not to accept, fully at face value, the stories our clients tell us. When I received this story, shared by a good friend, I loved it immediately. Famous band leader Count Basie was upset because the piano on which he played was constantly out of tune. He told the … Read more »

Have You Had Enough? (Issue 955)

In which we are reminded to confirm clients’ satisfaction with their buying criteria after we deliver (rather than asking a general question). Read more »

Dance to THEIR Tune (Issue 952)

In which we are reminded to dance with clients’ answers to our questions rather than sticking to our own agendas and tasks. Read more »