Are you still probing?
There’s an expression in selling, a directive used frequently by sales managers and trainers, that I feel needs to be laid to rest. “Ask more PROBING questions.” Who came up with this term? Every time I hear it I get a visual of some distasteful medical procedure. One...
What’s your story?
A good friend gave me an important kick in the pants over lunch last week. I was sharing my struggle with the development of a new product… sharing all the reasons why I felt it wasn’t going to get done. Her response, “Jill, you need to change your story....