1) A good question can draw someone inward and . . . cause them to reflect, consider and even do so subconsciously through (get this) the awareness your question has created. 2) Good questioning allows you to take control of a situation . . . without being controlling! By the way, there’s a huge difference … continue reading »
I’m looking forward to “seeing” everyone today at 1:30 EST for Part I in our two part webinar series “5 Keys To A Better Prospect Meeting” Here’s the game plan . . . Today, we’re going to cover how to take control of our meetings (without being controlling) specifically how to start with a strong … continue reading »
A sales trainer walks into a room of sales reps and asks them how they build rapport and guess how they respond? “I generally look around my prospect’s office to see what they are interested in and make conversation based on what I see” You saw that one coming right? Do you think that approach … continue reading »
Let’s face it . . . there’s no downside in having a better understanding of our clients particularly the things that we would label “pain points” and the opportunity we we often miss (because we’re focused too much on finding the pain) In this week’s podcast, I offer 3 very simple things for you to … continue reading »
I’ve been talking a lot about questioning skills with my clients lately and thought you might enjoy some assorted thoughts. 1) A good question can draw someone inward and . . . cause them to reflect, consider and even do so subconsciously through (get this) the awareness your question has created. 2) Good questioning allows … continue reading »
Did you ever feel like your appointment was turning into a game of 20 questions and you are like one question away from asking “So is it animal or mineral already dude?” I never really understood the guessing game dynamic that many meetings take on. Our prospects are busier than ever and simply don’t have … continue reading »
I look forward to hearing from you!
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