Better Questions, Listening

Baby, It’s Cold Outside (Issue 722)

In which we are reminded to pay attention to our clients ‘FEELINGS’ as well as their facts. Read more »

We’ve Been To Your Web Site (Issue 717)

In which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own. Read more »

Thinking Ahead (Issue 716)

In which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early. Read more »

Stories (Issue 714)

In which we are encouraged to take the stories we hear as a starting point, not the last word. Read more »

You CAN’T Be Serious! (Issue 711)

In which we are reminded that we don’t always hear what we think we’ve heard. Read more »

Uni-directional (Issue 708)

In which we are reminded to overcome one set of survival instincts so we can pay attention to another. Read more »

Acapella (Issue 707)

In which we are urged to carve out the time needed to research and prepare for sales calls. Read more »

The Right Rake (Issue 705)

Taking a risk I may lose the desert denizens and apartment-dwellers in the crowd… In which we are reminded to adjust our questioning to the circumstances rather than using ‘one size fits all’ profiling methods. Read more »

Nothin’ But Trouble (Issue 703)

In which we are reminded to be careful about “sharing our experience” until we understand the details, no matter how tempting. Read more »

Buying Decisions (Issue 701)

In which we are reminded that buyers sometimes stop or slow down their processes with us because of related or unrelated issues. Read more »