Why Poor Questions Hurt Your Sales And How to Create High-Value Questions Instead Your questions, in and of themselves, have an amazing capacity to create insight and bring value to your sales encounter. Your ability to master questioning and facilitative dialogue is...
Your Questions on The Perfect Close Answered I recently did an interview with the Brazilian sales magazine VendaMais that answers many questions I get on The Perfect Close. I think you’ll enjoy it! Q. The fundamentals of Neil Rackham’s theory says that...
Book Review of Sales Differentiation by Lee Salz Effective sales messaging is a key focus and a pet topic of mine and a key challenge in all sales and marketing messaging is differentiation. That’s why I was so excited when I discovered that serial author and...
Listen to How to Close for Non-Salespeople – Selling is Serving with Nicole Holland on the Business Building Rockstars Show I’m honored to have been recently featured as a “Rockstar” on Nicole Holland’s popular Business Building Rockstars...
How to Determine if Your Deal Can Close Without Telegraphing a Concession If you are involved in sales in any way then I’m sure you are familiar with the pressures associated with reaching end-of-quarter or perhaps even end-of-month quotas. It is unfortunate that...
20 Questions For Creating a High-Impact Agenda for Your Next Sales Call We have been covering the six elements of sales encounter planning. Regardless of the methodology or tools you use to plan each sales encounter, you should cover these six elements: Research...
