In which we are reminded to speak in our clients’ tongues, not our own.
Archive for the 'Better Questions, Listening' Category
In which we are encouraged to define our purposes clearly, therefrom to guide our sales work.
In which we are reminded to help our clients see their stories in our descriptions about our businesses.
In which we are reminded…once again… to ask questions EVEN WHEN WE’RE SURE we have a good idea.
In which we are reminded: We run a risk when we assume that clients correctly understand their problems.
In 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.
In which we are reminded to be a little skeptical about what we hear from our prospects and customers. Continue reading »
In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.
In which we are reminded to focus on differences rather than routine questions when we write our call plans.