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Why should we ask great questions in sales? At a basic level, we’re looking for information. And yes, at a higher level, we’re trying to find “the pain” but; There’s so much more that a great question does for us (and the recipient too). In this FREE sales lesson, I outline several things that great … continue reading »

Many times we look at questions solely as a way to get information but; There’s quite a bit more! Great questions allow YOU to take control of the conversation without being controlling or manipulative. Great questions jump start emotions. Emotions get prospects off the fence. Great questions lead your prospect on a path of self discovery instead … continue reading »

If you’re like most sales people, and you come across a blog post on asking better sales questions; You roll your eyes and you automatically think; “Here’s another repackaging of all those open ended and closed questions I learned when I was a sales padawan” Or maybe you’re thinking . . . “You’re going to tell me … continue reading »

I read an interesting article, where the author was trying to make a case, that solution type selling is dead. The author stated that most buyers already know what they want, and have already done extensive research so; Doing a needs analysis would only aggravate the buyer! I’ll address my not having any f*cks to … continue reading »

If you’re like most sales reps, you’re looking at the questions you ask your prospects all wrong! At a basic level, we’re looking for information. And yes, at a higher level, we’re trying to find “the pain” but; There’s so much more that a great question does for us (and the recipient too). Download this … continue reading »

If you’re like most sales reps, you’re looking at the questions you ask your prospects all wrong! At a basic level, we’re looking for information. And yes, at a higher level, we’re trying to find “the pain” but; There’s so much more that a great question does for us (and the recipient too). Download this … continue reading »

I’ll never forget the day that I got my act together and bought life insurance. Laura and I owned a new printing company and we were the proud parents of an eight month old baby boy. My son was in the playpen when the insurance agent arrived and we chatted briefly about parenthood. The insurance agent … continue reading »

One of the many benefits of asking great questions is that . . . Great questions lead the recipient on a path of self discovery. You can tell a prospect something and perhaps they will consider it but; If they discover it . . .  They own it! And when a prospect discovers something on their own; Its … continue reading »

If you’re like most sales people, and you come across a blog post on asking better sales questions; You roll your eyes and you automatically think; “Here’s another repackaging of all those open ended and closed questions I learned when I was a sales padawan” Or maybe you’re thinking . . . “You’re going to tell me … continue reading »

Back in 2010, my wife was diagnosed with Breast Cancer (I know that wasn’t the opening statement you were expecting but please read on). We visited with a few different surgeons who pretty much asked the same questions and said the same things. Then we visited with this one surgeon who asked all the questions … continue reading »