Category Archive: Marilee’s Articles

Mindsets & Questioning

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Every coach knows that the questions we ask clients largely determine coaching success. We intuitively understand that “a question not asked is a door not opened.”1 But how confident, comfortable and skillful are we at coming up with those seemingly magical questions? How intuitive are we at predictably generating questions that cause clients to stop …

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Permanent link to this article: http://inquiryinstitute.com/blog/mindsets-questioning/

Tips for Wonderful “Learner Holidays”

The holidays are fully upon us! They can be both wonderful and challenging – a recipe with ingredients of joy mixed with stress.  With our families—or even old friends– have you ever marveled that no matter how much progress you’ve made in your life, old patterns tend to mysteriously resurface during the holidays? This happens …

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Permanent link to this article: http://inquiryinstitute.com/blog/tips-for-wonderful-learner-holidays/

“Question Reluctance” Sabotages Sales

Overcome "question reluctance" to increase sales.

Every sales professional knows that expert selling requires asking expert questions. Yet many salespeople are uncomfortable and reluctant to ask questions, especially questions that call for a commitment. Some salespeople actually get clammy palms or their heart starts to race. “Question reluctance” is the discomfort and avoidance of asking question. It is similar to call reluctance and both sabotage sales …

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Permanent link to this article: http://inquiryinstitute.com/blog/question-reluctance-sabotages-sales/