Archive for the 'Better Questions, Listening' Category
Selling from Purpose (Issue 614)
Monday, April 1st, 2013In which we are encouraged to define our purposes clearly, therefrom to guide our sales work.
Your Story in My Words (Issue 613)
Sunday, March 24th, 2013In which we are reminded to help our clients see their stories in our descriptions about our businesses.
Question with Those Fries? (Issue 610)
Sunday, March 3rd, 2013In which we are reminded…once again… to ask questions EVEN WHEN WE’RE SURE we have a good idea.
Clients Who Know (Issue 608)
Monday, February 18th, 2013In which we are reminded: We run a risk when we assume that clients correctly understand their problems.
Something to Talk About (Issue 606)
Saturday, February 2nd, 2013In which we are encouraged to find and share news or statistics with our clients and prospects that will prompt conversation about the little mysteries that are critical to their businesses.
Taken for a Fool (Issue 605)
Sunday, January 27th, 2013In which we are reminded to be a little skeptical about what we hear from our prospects and customers. Continue reading »
How Will I Know? (Issue 601)
Saturday, December 22nd, 2012In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.
Wind Blown (Issue 593)
Sunday, October 28th, 2012In which we are reminded to focus on differences rather than routine questions when we write our call plans.
Captivating Rhythm (Issue 591)
Friday, October 12th, 2012In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know.