Strategies for Better Questions, Listening: In which we learn from an America philosopher a question of discovery.

Strategies for Better Questions, Listening: In which we explore questions to get beyond small talk.

Strategies for Better Questions, Listening: In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”

Strategies for Better Questions, Listening: In which we are reminded not to ask the question, “What keeps you up at night?”

Strategies for Managing the Sales Process: In which we are reminded to “slide into the water” when we greet our clients and prospects rather than arriving in our meetings like a “cannonball.”

Strategies for Better Questions, Listening: In which we are reminded to reflect on the emotional side of business as well as the facts.

Strategies for Better Questions, Listening: In which we are reminded to consider the disruption that accompanies change when clients buy our products or services.

Strategies for Better Questions, Listening and Prospecting: In which we are prompted to move with the flow, to the future, when a prospect puts us off.

Strategies for Managing the Sales Process: In which we are reminded to plan ahead…and confirm…before our sales calls.

Strategies for Better Questions, Listening: In which we are reminded to take some time…before we make a recommendation.