Barlow Research

Softening Up Sales (Issue 559)

In which we learn from brilliant event planners how to prepare and engage prospects and customers. Read more »

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 »

I’d Like to Think About It (Issue 546)

In which we are reminded to take some time…before we make a recommendation. Read more »

Just Enough Rope (Issue 544)

In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »

Planning to Maintain Momentum (Issue 543)

In which we are reminded to plan ahead to maintain our momentum to finish this year strong and prepare for 2012. Read more »