... Are you comfortable sharing what techniques seem appealing to you? Do you think any of the ideas discussed might address any problems you've witnessed? ...
On Wed, 1 Sep 2004 03:46:03 -0400 (EDT), Jason Nocks ... Sure, but there's not much to share. As I'm not currently directly involved in selling projects, my...
... Much of what you are describing matches my frequent activities. I don't tend to view myself as having a "salesperson" role on a daily basis, but it...
On Wed, 1 Sep 2004 10:54:04 -0400 (EDT), Jason Nocks ... The "establishing value" part means that you should strive to get the prospect really "get" how your...
... Well, depending on the approach, I'm not sure that it is common sense. Sandler draws a clear line between talking about benefits and exploring problems and...
On Wed, 1 Sep 2004 16:29:36 -0400 (EDT), Jason Nocks ... Yes! In fact, the book suggests starting by asking what problems the prospect has and then proceeding...
... No, I'm still looking for understanding. And the presence of mind in tight spots. ... Sometimes a question is just a question. Block assumes that you...
Hi George, ... I finally understood that. About a month ago, after having read Flawless Consulting in both editions several times, and after listening to the...
Hi Jason, ... Stories don't have to be words, or only words. And some words paint pictures. Dale -- Dale Emery, Consultant Collaborative Leadership for...
Hi Jason, ... An image that Linda conveyed with words, including very few (if any) visual words. So how did you translate her words into images? How did her ...
... I must be on the right track, if you've given this book so much attention. ... I've read those in the past, and will re-read them. They came to mind as I...
... Yes, I think she did a fine job. But sometimes the cavepersons would just go over to the wall and literally paint a picture. We also used to have languages...
This would have been a lot better if we could have been sitting in a small circle while I told my story. Seeing each other around the fire and being able to do...
Lind, I appreciate your taking the time to explain how to incorporate visual cues into "storytelling". You've explained this well. I'm wondering if two people...
I will be out of the office starting 09/02/2004 and will not return until 09/07/2004. My backup for general IBM business is Al DeSaegher. He can be reached...
I've got a story from the front lines I thought I'd pass on. I think I'm befuddling a lot of progress opportunities by getting caught on the term up-front....
... Actually, just-in-time design has the edge over up front design, because it defers the expense until the last possible moment. The results are just as ...
Ron Jeffries wrote: "As pains were taken to show, both unit tests and design efforts have their theoretical side and their practical side in regards to bugs...
... Maybe it was a briar patch ... ... I try to be designing all the time, even while and after I type. I'm designing right now, as a matter of fact ... Ron...
Ron Jeffries wrote: Does that make sense? I try to be designing all the time, even while and after I type. I'm designing right now, as a matter of fact ... I...
... If clarifying the definitions used by both helped you arrive at a common understanding, then was that discussion pointless? Perhaps not as productive as...
... Thanks, this is exactly the kind of information I was looking for. I need to get better at communicating with highly visual people (and others as well). ...
