Rookie Questions (Issue 435)

In which we discuss applying research to generating questions that make a difference. “How is family contribution calculated? It was a rookie question about college financial aid. Our second child is applying for college admission; we join her at pre-application college “Information Sessions.” During the first of two on Saturday, the Admissions Officer offered to … Read more »

It It True LeBlonds Have More Fun? (Issue 434)

In which we discuss the connective value of a little extra digging as part of our pre-call research. “You can’t find those Cole Haan shoes anymore.” I had just called a break in a meeting that included a client’s Senior Leadership team. One of the senior leaders, notably well dressed on every occasion, broke my … Read more »

Juicy Conversation (Issue 433)

In which we marvel at the connection created by a story. Wednesday night, I sat with a friend for dinner. Sitting outside, a pink-sunsetted, warm, summer evening gently accented by shifting light breeze. A few folks around at other tables, a quiet night. We ordered food (mine was the “turkey, black bean, and cilantro burger … Read more »

How Was Your Day? (Issue 432)

In which we’re guided to ask opening questions that penetrate more deeply. When I return to the house after my vigorous “cutlass in teeth” romp at the office, my family members ask about my day. One typically asks, “How was your day?” The other, ” What did you work on today?” Would you answer those … Read more »

Your Signature Brand (Issue 431)

In which we are reminded that we can control and modify our personal brands. At the end of a dinner, I watched my companions sign their credit card slips. Read more »

Better Slow Down (Issue 430)

In which we remind ourselves that sales people are (usually) not competing against the clock during sales conversations. While channel surfing the other night I came to a rodeo tie-down roping contest, a.k.a. calf roping. Very exciting! At a given signal the calf bolts from its pen, dashing straight down the middle of the ring. Read more »

Domination (Issue 429)

In which we propose collaborating as an alternative to overcoming. Teenager standing in kitchen. 9:00 pm. Car keys in hand. Preparing to go out with friends. Parent: “No, it’ll keep you out too late.” Teenager: “No, it won’t. I don’t have to be at work tomorrow until 9:00; I can sleep later in the morning.” Read more »

Can You Introduce Me (Issue 428)

In which we’re encouraged to ask for referrals based on the problems we solve rather than our products. “Can you introduce me to some people?” Read more »

Moving Up (Issue 427)

In which we discuss strategies for obtaining a larger share of the high margin business. “Hey, why can’t I have that? … Why did he get so much more than I did?…. That’s not fair!” Sound familiar? Ever said those words or had those thoughts as a child or as an adult? Read more »

Perfect Beaches (Issue 426, A Summer Rerun)

In which we are encouraged to define target prospects more carefully for referral sources. Our rainy summer in New England this year reminds me of the year I took my children to Cape Cod for a week. Yes, it rained that week, too, and when the sun appeared in strength, we decided to head to … Read more »