Lenann McGookey Gardner

• Reaching for Better Leadership Qualities? Take This Quiz on Executive Coaching!
• Marketing Mistake: Missing a Positioning Statement
• Got Sales? Manage for Results
• How One Advisor is Succeeding in a Struggling Economy

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“Ask more questions!” writes Charles Green in Trust Based Selling. Some ideas: 1. “How is this prospect’s business organized differently from its chief competitors? 2. Where did your prospect grow up? 3. What’s the biggest threat to your prospect’s business? 4. Is your prospect’s product or service the highest or lowest priced in the industry? 5. When was the last time your prospect significantly altered their main product?” For more ideas about meaty questions that will help you close more business, click here.