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Three Secrets for Getting People to Open Up »

We can learn a lot from expert interviewers in other professions.
Peter Kessler is probably one of the best interviewers I have ever seen or heard. He was on The Golf Channel a few years ago, and now does a golf show on XM satellite radio
His ability to get guests to open up, help them feel [...]

How to Listen for, and React To “Problem Trigger” Words »

OK, quiz time. Here’s a situation. Think of the very next thing to leave your mouth in response:
On a call with a prospect, someone who has contacted you after visiting your website says, “Our issue is that we need to_____.” And then let’s assume she mentions a problem that your product or service helps solve. [...]