Problem questions explore difficulties and dissatisfactions in areas where the seller can help. Use them as soon as you have sufficient information about the prospect’s situation to indicate a probable area where your expertise can help.
We have visited this topic on a number of occasions, particularly at the time of the outbreak of the Covid pandemic. So, what is there to change?
The key to increasing the likelihood of a prospect agreeing to become a client is more than personality and friendliness – as important as those are.…
We are now almost two thirds of the way through 2022 and almost 30 months since that day in March 2020 when Covid hit and the…
I have always told it this way - the difference between a good accountant and a great accountant is that a great accountant asks better questions…
You might have come across the four Ps of marketing. Here are my four Ps of selling.
I recently started consulting with a 6-partner firm who invited me to help them with their business and strategic planning. The firm is profitable – in…
Continuing our journey and looking at a step-by-step guide at improving your sales results. We look in this article at how to gain the result that is right for you and your [soon to be] client.