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Why 5 Is Always Better Than 25 To Increase Sales
Just read an article about the 25 top fact finding questions to ask if you are an executive coach, sales coach or business coach. I am sure there are articles about how to ask those critical fact...
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It’s Not About Me
It’s not about me! It’s not about my products. It’s not about my services. It’s not about my experience. It’s not about me. It’s not about the quality of the fact finding questions I ask. It’s not...
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How Sales Fact Finding Questions May Muddy the Small Business Waters
Much is written about sales fact fining questions and maybe there is now too much written. Are we muddying the small business wasters by being too focused on the questions and not enough on observing...
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An Often Ignored Open Ended Sales Question
Open ended questions are excellent ways to find out the wants and needs of the sales lead or prospect. Yet if people buy first on emotion then justify that buying decision with logic justified, where...
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The Sales Dialogue of Disqualification
Sales is the transference of feelings as noted by Zig Zilar. During this verbal dance of feelings between the buyer and seller a sales dialogue emerges. (Dialogue as defined by Socrates is the creation...
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How Boring Are You to Your Sales Prospects?
Boredom is described as the “state of being weary and restless through lack of interest.” (Merriam Webster Dictionary) Boring is the action that creates that state of boredom. The last thing you want...
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