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Articles tagged with: questions

Is there more to learn?
Friday, 9 Apr, 2010
Is there more to learn?

I recently asked a colleague who has written lovingly about Buying Facilitation™ what has stopped him from teaching his folks the model – or actually learning the skills of the model himself.
“I guess I don’t appreciate there is more to learn. My team has read your books, and we apply your model best we can. But […]

What are questions for?
Thursday, 18 Feb, 2010
What are questions for?

Lately, I’ve noticed many people using the term Facilitative Questions when they really mean facilitating questions: they are using questions to help people think things through, to add some new thoughts that might persuade or influence them to consider different options. In sales, they are often used to get prospects to think about ‘needs’ in […]

Asking The Hard Questions: Jim Altfeld
Tuesday, 21 Jul, 2009
Asking The Hard Questions: Jim Altfeld

Jim Altfeld asks questions. He asks you to ask yourself questions.  Anyone who cares about questions and good decision making is a good friend of mine. Not to mention the words ‘collaboration’  ‘cooperation’  ‘inspire’  ‘commitment’  turn me on.
If you want to find out if you’ve done what you need to do, will get the results you […]

Why Are Questions Important?
Wednesday, 24 Jun, 2009
Why Are Questions Important?

Since 1989, I’ve been writing about, teaching, and extolling the virtues of questions. Although I’ve developed a new form of question (the Facilitative Question) that uses Decision Facilitation and brain sequencing to help folks recognize all layers of criteria that need to be met to make a new decision
(Facilitative Questions don’t gather data: they help […]

Presentations: How To Compete When In Front Of A Prospect
Thursday, 3 Jan, 2008
Presentations: How To Compete When In Front Of A Prospect

Your last presentation was great and seemingly well-received. You addressed the prospect’s needs, positioned yourself and your product just right, used the right language and visuals to assure that you were a caring, smart, professional, and had a product that would obviously be the right solution. The price was right, and you clearly had a […]