From the category archives:

Power of Questions

7 Ways to Improve Your Sales Questions Instantly

May 15, 2009

Maybe you’re not ready to wade through the 19 books that an earlier article recommended to help you ask better sales questions.
Or even to read one book, for that matter.
I know. You’re restless, and you’ve come to the right place.
So here’s a short list of seven easy improvements you can make immediately.

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19 Great Resources for Asking Better Questions

May 13, 2009

Are you picking up the track I’ve been laying down in the last few articles? Do you agree with me about the importance of asking better questions ?
If so, then you’re probably chomping at the bit for more specific ideas on how to do it.
You’ll get plenty of that in future articles.
But we assume you’re [...]

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14 Ways to Screw Up the Questions You Ask

May 11, 2009

An earlier article listed 23 ways you can use questions effectively in selling.
People often say there’s no such thing as a stupid question. That’s nice, and it may help you feel better about yourself when you ask them.
But it’s not true.
This article warns you about 14 ways you can go wrong by asking bad questions.
If [...]

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23 Ways to Use the Most Persuasive Sales Behavior Available to You

May 8, 2009

If you had to name the single sales skill or ability that’s more important than any other — regardless of what kind of selling you do — what would it be?
Would it be prospecting? Speaking, demoing, or presenting well? Networking? Building rapport? Establishing trust? Listening? Knowing your products? Handling objections? Closing deals? Knowing your industry [...]

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