Better Questions, Listening

I Want An Opinion (Issue 699)

In which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions. Read more »

A Mother’s Love (Issue 698)

In which we are reminded that complaints or expressions of interest are not sufficient foundations to pitch. Read more »

Treasures of the Trip (Issue 696)

In which we are encouraged to savor and ask questions that go beyond the obvious. Read more »

Unraveling Client Yarns (Issue 694)

In which we are reminded to manage our discovery questioning patiently. Read more »

Decontruction (Issue 686)

In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one size fits all’ recommendations that miss underlying issues. Read more »

Goal Line Stands (Issue 683)

In which we are encouraged to engage our clients in thorough discussion of their goals. Read more »

Dragonisms (Issue 658)

In which we are reminded to speak … simply. Read more »

Task Focused (Issue 657)

In which we are reminded that, sometimes, following the cues we’re given trumps the obvious task at hand. Read more »

New Year’s Plans (Issue 653)

In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articulate their plans more clearly so we can help them more powerfully. Read more »

Too Quick to Answer (Issue 650)

In which we are reminded not to answer questions before we fully understand their intent. Read more »