In which we are reminded to warm up and rehearse our calls before we sit down with clients. Read more »
In which we learn from an America philosopher a question of discovery Read more »
In which we explore questions to get beyond small talk. Read more »
In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?” Read more »
In which we are reminded not to ask the question, “What keeps you up at night?” Read more »
In which we are reminded to “slide into the water” when we greet our clients and prospects rather than arriving in our meetings like a “cannonball.” Read more »
In which we are reminded to reflect on the emotional side of business as well as the facts. Read more »
In which we are reminded to consider the disruption that accompanies change when clients buy our products or services. Read more »
In which we are prompted to move with the flow, to the future, when a prospect puts us off. Read more »
In which we are reminded, again, to maintain capacity for the accounts and clients that are most important. Read more »
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