Discovery Consists of Probing and Verifying

To start this week’s post with a GRIN, the following questions and answers were asked of elementary school students, according to an issue of Reader’s Digest. Teacher: How do we describe an evangelist? Student: Someone who plays the evangelo. Teacher: Why can’t...

Empathy Trumps Sympathy When Selling

Before a farmer could even finish posting the Puppies for Sale sign he felt a tug on his overalls. He looked down into the eyes of a little boy who said, “Mister, I want to buy one of your puppies.” The boy reached deep into his pocket and pulled out a...

Extreme Listening Strategies

At the beginning of today’s post allow me to put you to work. Take a couple of minutes and answer, with a simple yes or no, these 10 questions pertaining to listening. I anticipate what people will say next as they are speaking. I’m constantly judging the merit...

Are You Probing Or Confirming?

A father and son went fishing one day, and after a short period of time in the boat, the boy became curious about the world around him. He decided to ask his dad some questions and began with, “How does this boat float?” The father thought for a moment, then replied,...