Category : Tactical Questioning

Prospects Often Lie To Be Polite. Ask Incisive Questions & Advance the Deal

Prospects Often Lie To Be Polite. Ask Incisive Questions & Advance the Deal

Sales prospects often lie not to be mean, but to be polite. Buyer politeness is good only to a point. To maximize your sales performance, ask...

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The Most Courageous Sales Question To Ask A Prospect

The Most Courageous Sales Question To Ask A Prospect

It was in the lobby bar of a Miami business hotel where I wanted to kick my project partner. He had asked a question that I thought would jeopardize...

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Yin Yang & The Elevator Pitch

Yin Yang & The Elevator Pitch

  Beware of "Trendy" Earlier this year, a high-profile business writer posted an article, "The Elevator Pitch is Dead." Within minutes,...

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Sell Benefits, But Make Sure Your Customer Agrees!

Sell Benefits, But Make Sure Your Customer Agrees!

I'm All For Pitching... ... and with a book called "Sales Pitches that Snap, Crackle 'n Pop," I'd better be... right? Right. But please...

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Nine Steps To Selling At Trade Shows

Nine Steps To Selling At Trade Shows

You're all set... ... for your company's trade show. Stand, decor, brochures, business cards, smile. Sorry, but deep inside, you know...

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Another Killer Question

Another Killer Question

    Three Things To Improve? I had a great time chairing the Enterprise Marketing 2.0 Conference last week in Amsterdam,...

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Advancing The Sale: Three Follow-Up-Points

Advancing The Sale: Three Follow-Up-Points

I received some great comments last week about the next step, or advance -- a few by email and one posted by Leo.  (Thanks, Leo!)  No Advance...

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One Simple Question – The One That Prospects Love

One Simple Question – The One That Prospects Love

  Last year, I was helping a client's sales team in the early stage with a new prospect. The account exec in charge had held two...

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Don’t Send Me Your CV!

Don’t Send Me Your CV!

  I've received about a dozen CVs in October.  All by email.  All unsolicited. I'm going to hurt the feelings of a few friends...

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Job Interviews Are Sales, Too: 10 Tips to Success

Job Interviews Are Sales, Too: 10 Tips to Success

I was helping a client recruit a sales support person this week. The desired profile would be a recent college graduate with some, but not...

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