There Are No Good Answers Without Good Questions
I send out six simple (I think) preparatory questions for my elite coaching program. Some people tell me they were “hard” to answer. Yet, these are questions we should be…
My Insurance Exam
Everything I’m reporting below is true, with no embellishment. I was asked to take a physical exam to renew my major life insurance coverage. I showed up at a place…
Solutions in Search of Problems
I was asked by someone I’m mentoring whether or not to include a certain element in a workshop she is preparing. “Why will participants need that?” I asked. “I’ve been…
101 Questions for Any Sales Situation
© Alan Weiss 2009. All rights reserved. I. Qualifying the Prospect This is the process of determining whether the inquiry is appropriate for your business in terms of size, relevance,…
In Search of the Gnu
It’s a Saturday morning and the dogs and I emerge before 7 to take care of some yard and pool work, then take the truck to get coffee and dog…
The Search for Evidence
Buyer: You need to coach her, she’s just not a team player. You: What’s your evidence of that? Buyer: I can just feel it. She doesn’t seem invested in joint…
One Comment, Twenty Answers
“We’ve cut back on all consulting in this economy.” • That’s what a lot of my current clients first said to me. • I don’t blame you. The key is…
Episode 100: 100th Podcast
Wherein Alan shares some truths about himself which, he hopes, won’t make you too uncomfortable.  100 podcasts, here we are. Thank you for being here.