Needs assessments are shorter and more productive when sellers are asking questions in the right...
Paying attention. Being fully present. Actively listening. Staying in the moment. It matters a lot...
If you're using a script for questions during needs assessment, you're going to miss important...
A seller who has an intention – a true one – to understand a buyer’s needs before offering a...
Sellers should understand why and how to ask questions.
There’s more to it than inserting an...
Real and perceived barriers to asking questions keep many sellers from genuinely connecting with...
Even if you represent a strong brand and product, you may need to work on seller differentiation in...
Value creation goes hand-in-hand with competitive differentiation.
You can’t easily have one...
Think about your own preferences as a buyer. This alone will give you some ideas about how to make...