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...
Continue Reading →Category : Tactical Questioning
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...
Continue Reading →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...
Continue Reading →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...
Continue Reading →Another Killer Question
Three Things To Improve? I had a great time chairing the Enterprise Marketing 2.0 Conference last week in Amsterdam,...
Continue Reading →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...
Continue Reading →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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