Feb
02
2011
Write Down What Your Prospect Says!
Don’t assume you know what your prospect is going to say, and take notes on what he says and how he says it.
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Jan
31
2011
Examples of the Two Most Powerful Questions to Ask in Selling
Today’s post provides some examples of the key questions to ask when selling.
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Jan
28
2011
Two Key Questions for Selling Success
Read this post for the two most powerful types of questions you can ask when you’re selling!
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Jan
26
2011
Jan
24
2011
Speaking Soooo Slooow: A Story
The matching of another person’s pace of speech is powerful and it can lead to a sale.
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Jan
21
2011
Listening to help your prospect feel he’s been heard
Three “levels” of listening can help a prospect to feel he or she has been heard and understood.
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Jan
19
2011
The middle stages of keeping sales conversations going
Until we understand our prospect’s situation fully, we should not be advocating that he buy anything!
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Jan
14
2011
The Early Stages of Keeping the Conversation Going
Six key points to keep in mind when it’s early in the selling conversation.
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Jan
12
2011
No Pain = No Prospect
If you cannot answer the question, “What is that person’s Pain?” you don’t have a prospect.
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Jan
10
2011
Helpful Hints on Dealing with International Clients: Remember not to assume you’re the same
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