What D’Ya Got (Issue 557)

In which we are reminded to warm up and rehearse our calls before we sit down with clients. Read more »

Transcendental Ghosts (Issue 556)

In which we learn from an America philosopher a question of discovery Read more »

Conversation Bridges (Issue 555)

In which we explore questions to get beyond small talk. Read more »

Where Do You Feel the Pain (Issue 554)

In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”  Read more »

Don’t Ask That (Issue 553)

In which we are reminded not to ask the question, “What keeps you up at night?” Read more »

Entering Rapport (Issue 552)

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 »

This Time, With Feeling (Issue 551)

In which we are reminded to reflect on the emotional side of business as well as the facts. Read more »

A Bet They Can Tolerate (Issue 550)

In which we are reminded to consider the disruption that accompanies change when clients buy our products or services. Read more »

What Might Be Different (Issue 549)

In which we are prompted to move with the flow, to the future, when a prospect puts us off. Read more »

Save Room for Dessert (Issue 548)

In which we are reminded, again, to maintain capacity for the accounts and clients that are most important. Read more »