In which we are reminded that very few questions come from idle curiosity. We need to know why.

In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.

In which we are reminded that every client personal detail reveals choices and avenues to insight.

Ask questions to understand what prospects are thinking before you start pitching ideas.

In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity.

In which we are reminded that even short call plans help us produce better results than no plans at all.

In which we are reminded that some people need more time to decide, and we should engage with others while they do.

In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase.

Yet one more time… In which we are reminded to clarify before we pitch

In which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in the business world.