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.
Archive for the 'Better Questions, Listening' Category
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.
Before The Cold Sets In (Issue 540)
Sunday, October 2nd, 2011In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us.
An Early Lesson (Issue 539)
Sunday, September 25th, 2011In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task.
Matted Down (Issue 537)
Saturday, September 10th, 2011In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions.
Totally Concrete (Issue 536)
Sunday, September 4th, 2011In which we are reminded to clarify terms we don’t understand before presenting ideas.
Simple, Neat, and Incomplete (Issue 535)
Sunday, August 28th, 2011In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard.