08/05/10 - Recently, I had a salesperson come into my office to try to sell me a service. He came in, sat down and asked me two questions: what I do and how I think the busines...

05/25/10 - "Everyone says to ask questions but how do I discover my prospect's needs or problems without sounding like I'm interrogating her?" I hear some version of that question ...

09/11/09 - When I was a kid, one of my favorite games was "Twenty Questions." Remember the drill? Animal, vegetable or mineral? Living or not? Famous? Male or female? And so on, unt...

08/28/09 - Most sales people still feel their rapport building or personality is the reason why sales are made, but customers want problems solved, in addition to saving time, money...

07/14/09 - Paraphrase Your Customer's Words The customer is only sure that you have been listening when you paraphrase what the prospect has said and feed it back in your ow...

05/07/08 - Great sales leaders understand business-to-business sales (b2b sales) effectiveness starts with strong listening skills. These savvy sales managers know that their abili...

05/07/08 - One of the more difficult aspects of b2b sales is letting go of our natural need for approval and asking the tough questions that lead prospects to make a decision. The ...

03/11/08 - The Most Common Lead Generation Mistake: Asking The Budget Question There is going to come a time when budget will come into play during the sales process. But the way...

02/11/08 - I recently wrote an article called, "Feeble Questions Can Kill Your Business". In the article, I stated that too many sales people get caught in the trap of asking low-qu...

02/05/08 - While at first the question as to whether you are hearing the words or are actually listening may seem a bit incongruous, the truth is that although hearing and listening...

01/28/08 - If you make a perfect presentation, one that clearly explains the benefits and resolves all the doubts that a qualified prospect might have, the sale will often close all...

01/24/08 - It seems the 800lb. Gorilla has escaped his cage and is joining many of my coaching clients in critical sales meetings. Other clients mention some interesting elephants m...

01/24/08 - Have you ever begun to think to yourself while you are on the phone speaking with a prospect, "What am I going to say next?" Try this approach. Base your next question...

01/24/08 - Clear your desk and prepare yourself for each call by having everything you need within reach or eyesight. To maximize each call, use a headset, lean slightly forward whi...

01/24/08 - "Would you like to know the difference between these products?" "Can I explain what makes us different than our competitors?" "Is saving money important to you?" "Do y...

01/24/08 - How often have you started a call to a friend, family member or business associate with the phrase, "How are you?" I'm willing to bet the answer is a lot. I know I say it...

01/22/08 - Participants in my sales training workshops often ask how they can better control the sales process. Most people spend the majority of their time talking about their prod...

01/22/08 - In sales, there's a fine line between simply being inquisitive, and conducting an interrogation. The consequences of stepping over this line could cost you the sale, lose...

01/21/08 - How often have you started a call to a friend, family member or business associate with the phrase, 'How are you?' I'm willing to bet the answer is a lot. I know I say it...

07/05/07 -

Questions are the answer when selling. If you ask the right questions, your potential clients will sell themselves on your products or services. You will not have to s...