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 »
In which we are reminded to confirm clients’ satisfaction with their buying criteria after we deliver (rather than asking a general question). Read more »
In which we are reminded to dance with clients’ answers to our questions rather than sticking to our own agendas and tasks. Read more »
In which we are reminded, when clients dig in on an issue, to ask questions rather than persuade. Read more »
In which we are reminded that, when our clients go “short-term”, we should ask, “What if…?”. Read more »
In which we are reminded that price is often, perhaps even predominantly, not the reason that our prospects defer or decline our offers. Read more »
In which we are reminded to look at the outcomes our clients are seeking to achieve (in addition to understanding what they’re asking for). Read more »
In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services. Read more »
In which we are encouraged to lead our clients to new insights rather than reacting to their requests or complaints. Read more »
In which we are reminded that the answers we hear are, often, influenced by the interest we convey…or don’t. Read more »
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