Applying Trust Principles to the Sales Process Handout

Recent Blog Posts

• The Answer Trap: When Solutions Become the ProblemMay 13, 2025 - 9:00 am

  You’ve graduated from Question Obsession 101. You’ve learned not to pepper clients with endless questions or craft that perfect “Keystone Arch Question” expecting miracles. You’re focusing on relationships, creating insights, and empowering clients. But have you fallen into the next trap? The Answer Trap. Many consultants who overcome question obsession swing to the opposite extreme, […]

• Question Obsession: The Silent Sales KillerMay 6, 2025 - 5:00 pm

  Have you counted how many questions you ask in your typical client meeting? Do you find yourself carefully crafting the “perfect” question sequence before every sales call? Are your meeting notes filled with question frameworks rather than real insights? If so, you may be suffering from Question Obsession—a condition that’s quietly sabotaging your client relationships […]