Barlow Research

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 »

A Plan to Finish (Issue 541)

In which we are reminded to prepare a plan to finish our sales processes. Read more »

An Early Lesson (Issue 539)

In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task. Read more »

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