Everyone is looking for a selling edge in our distressed economy. Whatever profession you're in, you can get that edge by asking prospects or customers three sales questions: What do you want? How do ...

Closing a sale is done by asking the proper questions throughout the interaction with the client. A sales professional focuses on closing a sale as soon as the conversation with the client begins.

Your interactions with your sales team have an obvious impact on business–and the questions you ask can enhance or degrade your company’s performance. By asking the right questions, and then carefully ...

Ah, summertime. Lemonade in a hammock. That novel you’ve been meaning to read. And, finally, a chance to pull the proverbial train into the station, exhale, and think things through. We spend most of ...

People often make decisions based on emotions and then apply logic as they attempt to support their decision. This might seem counterintuitive, but it’s more pronounced with the affluent; the bigger ...

This is a common problem. There are many "tough" questions that need to be asked, but the ones that are hardest to ask are variations of the following two archetypes: Are you really a qualified ...

If you want to increase your sales conversion rate dramatically, stop selling to people who can’t or won’t buy. Ok, sounds simple, but the next logical question is “How do I know whether a qualified ...

Most advice surrounding sales questioning focuses on asking open-ended questions. Open-ended sales questions are great because they entreat the buyer to open and start talking. But, open-ended ...