Category Archives: Questioning Skills

How Dress Down Day Worked For Me

I had been working on breaking into a major competition account and had visited them a number of times when they introduced ‘dress down Fridays’.  This involved the usual formal attire of business suits and ties making way for smart … Continue reading

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Do You See An Opportunity For What It Really Is?

Success in selling often comes down to how observant you are as an individual.  Do you see what is in front of you or rather what you think is in front of you?  Let me explain why this is important. … Continue reading

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How to Get Information When a Prospect Doesn’t Necessarily Want to Give it to You or Says They Can’t

A challenge that exists for many salespeople is how to ask for and get information when a prospect doesn’t necessarily want to give it to you or says they can’t. For example when selling a product / service against an … Continue reading

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Would You Like Fries With That?

We can spend enormous amounts of time selling something to somebody and leave money on the table by not cross-selling an applicable add-on. If you find you are guilty of the then need to take a leaf out of the … Continue reading

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