Archive for the 'Better Questions, Listening' Category
Conversation Bridges (Issue 555)
Saturday, January 28th, 2012Where Do You Feel the Pain (Issue 554)
Saturday, January 21st, 2012In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”
Don’t Ask That (Issue 553)
Sunday, January 15th, 2012This Time, With Feeling (Issue 551)
Sunday, December 18th, 2011In which we are reminded to reflect on the emotional side of business as well as the facts.
A Bet They Can Tolerate (Issue 550)
Sunday, December 11th, 2011In which we are reminded to consider the disruption that accompanies change when clients buy our products or services.
What Might Be Different (Issue 549)
Sunday, December 4th, 2011In which we are prompted to move with the flow, to the future, when a prospect puts us off.
I’d Like to Think About It (Issue 546)
Monday, November 14th, 2011Just Enough Rope (Issue 544)
Sunday, October 30th, 2011In which we are reminded to position and sell only what our clients are able to absorb and implement.
Staple Yourself to the Process(Issue 542)
Monday, October 17th, 2011In which we are reminded to be curious – ask for the details rather than being satisfied with high level answers.