The Big Impact of Small Talk

“How are you doing?” “How’s the weather where you are?” “What’s new?” “What’s your sign?” We all use small talk a lot to start of conversations. But too many times in business meetings, we use opening questions like those above (Ok…probably not the last one!), the answers to which do nothing to move your relationship […]

What’s the Plan? Leading Your Next Conference Call

I have a client who hosts up to 25 conference calls with clients…per month! The challenge, besides the sheer volume, is that his clients usually have four people on the call and so does he. Adding to the complexity is that each conference call participant is in a different part of the world! I am […]

What the World Needs Now…Is Listening

I’m truly compelled now, with our nation’s recent events, to emphatically recommend to all my clients, readers and friends, to listen more to people than you ever have. Listening affirms someone. It says I care about understanding your issue, challenge, dream or worry, BEFORE I share mine with you. Listening honors someone. Once they feel […]

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The 10 Worst Probing Questions

Every time I work with an executive or a sales team, I stress the importance of probing questions. They are open-ended questions that get you to a deeper level of understanding of your client’s business. They also give you a subtle opportunity to show that you’ve done your homework by asking well-researched questions. Feedback I […]

Never Underwhelm Again

In speaking with a new client, I found it interesting to hear her lament relative to business development. She spoke about underwhelming a client during a presentation and asked how to avoid this going forward. I asked, “Did you relate the presentation to what they told you about their business? Did you probe further to […]

Time and Money Are Obstacles, Not Objections

A client I was training described the following scenario: “I want to sell on value, but throughout my presentation my customer kept bugging me about ‘How much is this going to cost?’ and ‘Just give me the bottom line.’ I wanted to get through my presentation before discussing price, but he was so adamant I […]