Want Their Buy-In? Ask Questions!

More on the skill of enrollment: John Smith is an attorney. He meets George at a business mixer. George has some legal issues that John believes he can help with so they set a meeting. (While I use the attorney example, these principles apply for whatever business you...

But First, the Rapport

If you want something – anything – that involves another person (and when does it not?), you will need to engage in some level of enrollment.  See last week’s blog for the definition of “enrollment.” ...

Getting to Yes! (Enrollment Part VIII)

The Art of Enrollment, Part VIII – Yes! This month, I am wrapping up my 2013 series on the Art of Enrollment. We have spent this entire year discussing enrollment so you must be very good at it by now! Today I will explain step #7, “Yes!” from my REALITY model of...