A lot of salespeople talk about objections when they’re prospecting – BUT how can someone object if they have no idea what you do yet? Conversational Resistance happens early in prospecting, for whatever reason they give – the other person is NOT…

Everyone’s heard the saying “There’s no such thing as a stupid question.” I think it was Carl Sagan who said “there are naive questions, tedious questions, ill-phrased questions…” From a sales conversation perspective, GOOD questions are those that: Are open-ended…

Softening statements at the beginning of a sales question helps make direct questions easier for the prospect or customer to hear and answer. Softening Statements are designed to: Blunt the edge. Take the harshness out. Ensure the prospect or customer…

When’s the last time you felt heard – REALLY heard? One of the top complaints about salespeople is that we don’t listen! Change this perspective immediately by acknowledging you’ve heard them. You don’t have to agree with them, what you want is to…

For most people, right now there is a feeling of something they need to be doing. What may seem a little crazy is – many people don’t know EXACTLY what that something is!It’s like the feeling you have on the way…

We help you…I’d love to learn a little more about you…We’ve built a collaborative… That is how three messages began that I received this week. The interesting thing is that I’m pretty confident if you asked them, the people writing the…

Most salespeople understand that asking questions is important. What’s interesting, is most don’t realize that listening to the answers is even more critical! In the sales training I do, I’ve been asking since around 2005 how many people have taken a…