Asking the right question starts the sales process and helps to achieve this goal of  How do you sell more? Yet far too many sales people focus on asking the wrong questions or asking the same questions that everyone else has asked.
Before traveling into the why, one important word in the first paragraph is “asking” [...]

Without doubt, asking smart questions is one of the keys to successful selling.
And for those selling complex products or services which require positioning or tailoring in line with the client’s business issues, it’s critical to use your questions to understand those business issues.
When I first started selling large consulting projects over a decade ago it [...]

Your time in front of a prospective customer is extremely valuable. The hardest part of the sales process can sometimes be just getting quality time in front of the prospect to ask questions. When you get to this point, you definitely want to make the most of your opportunity. You never know, [...]

My wife hates it when I talk to telephone sales people. She thinks I’m rude and she would rather that I just didn’t answer the phone at all instead of being rude to the working stiff on the other end of the line.
But, I’m not rude. I’m giving sellers an opportunity to sell me without [...]

You know, I was racking my brain thinking what to write about asking questions that hadn’t already been said. My fellow bloggers have pretty much echoed what I would have said from my own experience – that questions (the right questions) are integral to forming relationships and solving problems.
What I would like to share, I [...]

These questions will throw you off course. Beware!

Your value to your customer is not measured by what you know, but by the questions that you ask. You add value by making your customer think. The way that you ask questions will differentiate you in the way that you sell. In the ever competitive environment that we are in, when products and services [...]

Using questions as a critical component of successful selling is nothing new. Even those that just pay lip service to it know that it is the right thing to say. However knowing it and saying it are only a small step in the continuously evolving challenge of executing it in a winning way.
There are a [...]