Here's a recent interview I did with the Call Reluctance Coach, Connie Kadansky. We talked about the questions to ask that sell. She asked me to discuss: 1. Why is questioning strategy so important to sell? 2. What's one of the most important questions to ask in sales? 3. Do you have a questioning strategy that you find effective? 4. How can salespeople improve their … [Read more...]
Do you work for free when you sell?
I recently wrote a column on customers who want you to work for free. I never fault anyone for asking. I do blame salespeople who get intimidated and do things they don't want to do and aren't strategic for their selling. These sales people are sometimes afraid to tell a customer or prospect no. Sometimes they don't know how to or when to move on. As I wrote in the column, … [Read more...]