"I don't want to advance the sale quickly. I'd like to slow down the sales process and move from...
In addition to the information shared in a direct response, sellers are also advised to listen for...
Developing active listening skills is as easy as (and as difficult as) developing a new habit. A...
Although we've mentioned this once before, it bears repeating because so many sellers get it wrong....
In needs assessment, your primary focus is to find information you can act on. Questions should...
The point of any needs assessment is to get actionable information from your buyers. Yes Or No...
Questions used for needs assessment or to heighten urgency and advance the sale don't have to be...
Just don't do it. Don't ask questions that seem manipulative or "sales-y" including the classic "If...
Questions are your best tool for striking the perfect balance in consultative selling. Questions...