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first discovery call tomorrow - do you demo or just ask questions for 30 minutes

Record it, with permission. You will not remember it accurately. I thought I was a good listener until I played back my first three calls and heard myself interrupting people to defend features nobody had attacked.

Also: silence. When they finish an answer, count three before you speak. The best information in every call I've done arrived in the second half of an answer, after the pause.

63 · in/first-ten-customers ·

How many winters should a good wool coat give you before it looks tired?

I dry cleaned a wool coat roughly monthly for two winters because I wanted it to look sharp, and I effectively sanded the face of the cloth off. It went from a soft matte finish to a shiny flattened look, particularly on the seat and the forearms, and no amount of anything brings that back. A good brush and airing after wear, spot cleaning, and one clean at season end is what I do now, and my current coat looks better at four years than that one did at two.

96 · in/wardrobe ·