Everyone is looking for a selling edge in our distressed economy. Whatever profession you're in, you can get that edge by asking prospects or customers three sales questions: What do you want? How do ...

Your interactions with your sales team have an obvious impact on business–and the questions you ask can enhance or degrade your company’s performance. By asking the right questions, and then carefully ...

Closing a sale is done by asking the proper questions throughout the interaction with the client. A sales professional focuses on closing a sale as soon as the conversation with the client begins.

Ah, summertime. Lemonade in a hammock. That novel you’ve been meaning to read. And, finally, a chance to pull the proverbial train into the station, exhale, and think things through. We spend most of ...

People often make decisions based on emotions and then apply logic as they attempt to support their decision. This might seem counterintuitive, but it’s more pronounced with the affluent; the bigger ...

There's a rookie mistake in sales that former Hubspot heavyweight and current university lecturer Mark Roberge sees all the time. In his Harvard Business School (HBS) class on personal selling, he ...

While it is valuable for a salesperson to ask questions — of him/herself, to and about customers, etc. — there are good questions and bad questions. Good questions are the ones that improve sales ...

This is a common problem. There are many "tough" questions that need to be asked, but the ones that are hardest to ask are variations of the following two archetypes: Are you really a qualified ...

If you want to increase your sales conversion rate dramatically, stop selling to people who can’t or won’t buy. Ok, sounds simple, but the next logical question is “How do I know whether a qualified ...