Listen and Hear
As we learn more about listening, in the context of enrollment, we must make the distinction between listening and hearing. What is the difference between “listening” and “hearing”? Webster’s defines “hear” as “perceive by means of he ear”; also “to be capable of perceiving sound.” “Hearing” – “the sense by which sound is perceived.” As […]
Listening – Complaints
As we are studying listening skills in the context of enrollment, I wanted to talk about a common business concern – customer complaints. In any business, there will be complaints. I work a lot with small business owners and among those who seem to get the most complaints are service providers, such as plumbers […]
Sell without “Selling,” Part V – Listen
Continuing my series on the Sell Without “Selling”, let’s discuss step #4, Listen. As a brief review, we define “enrollment” as a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person that inspires them to move forward with something they want by […]
What’s your agenda?
In our last blog post, on asking curious questions as a way to figure out what your potential client wants, we said, “Obviously, there are many different types of questions one can ask. What type of questions are best in this conversation? Enrollment questions are curious questions. You may think all questions are curious questions. […]
Sell Without Selling, Part IV – Asking Curious Questions
Continuing my series on the art of enrollment, we examine the practice of asking curious questions as a part of the enrollment process. To review, we define enrollment as a way of supporting another person by offering a product, service, or simply a solution; as a way of communicating with another person that inspires them […]
Sell Without “Selling,” Part III – Engage
In the first post in this series, I defined enrollment as a way of supporting another person by offering a product, a service, or simply a solution; as a way of communicating with another person that inspires them to move forward with something they want by using something you have. Enrollment is a way to […]
What have you learned about rapport?
Share your thoughts here – now you have the information, what have you been noticing about rapport-building. How do you do it? What causes rapport to be broken & how do you know? You know how sometimes married couples dress alike? Have you ever seen this? Especially couples who have been married 30 or 40 […]
Sell Without “Selling,” Part II – Rapport
In my first post of this series, I defined enrollment as a way of supporting another person by offering a product, a service, or simply a solution; as a way of being with another person that inspires them to move forward with something they want by using something you have. Enrollment is a way to […]
Sell Without “Selling,” Part I – Enrollment
“Leadership is the art of getting someone else to do something you want done because he wants to do it.” ~Dwight D. Eisenhower “Enrollment” as I use it does not appear in the dictionary.  As I define it, enrollment is a way of supporting another person by offering a product, a service, or simply a […]
Send Out 2012 and Set Yourself up for Success in 2013!
As you read this post and consider where you are headed for 2013, please see the end for a very special and limited time offer! A Formula for Success               There are many ways to get what you want. Some are more powerful and more intentional than others. (The one way that usually does not […]