The Impact Value of a Question
When you are preparing to meet with a new client, everyone has their own little rituals they go through prior to that sales conversation. Some sales professionals take a few minutes to: focus on key points go for a quick walk or sit in the car listening to music to clear their heads, shake their […]
What is a “Good” Customer Question
Let’s start by identifying what a “Good” customer question is… A “Good” question is effective at getting information that helps steer the conversation where you want it to go and also shows the recipient that you understand them and/or their goals/challenges. A few weeks back our firm was in the process of selecting a new […]
What is Instinctive Elaboration
This morning I was at my desk working on a “heads down” project. You know the kind…where you are focused on nothing but the project at hand. As I was working through a spreadsheet, a colleague of mine stepped in and asked me this question… “Hey Jeff, have you seen the new Justice League movie […]