Leading the Witness (Issue 484)
Monday, August 30th, 2010
In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients.
Archive for August, 2010
Do Not Confuse Effort with Results (Issue 483)
Sunday, August 22nd, 2010In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.
The Value of a Nice Ride (Issue 482)
Sunday, August 15th, 2010In which we are reminded that our greatest value and differentiation comes from “how” we do what we do rather than from the products we sell.
Turning Over New Leaves (Issue 481)
Sunday, August 8th, 2010In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting.
Next Steps (Issue 480)
Monday, August 2nd, 2010In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions.