Skip to Content

Author Archives:

Salespeople…We’re Not Interrogators, But We ARE Investigators

Remember watching old movies, when someone was captured by the enemy? The captors would fire off question after question? The poor prisoner couldn’t get out his answer fast enough! So, he just stopped answering. That’s how it feels when we’re cornered by a seller that is overzealous, has either had no training, or slept through […]

Focus on Who’s in Front of You Instead of Who’s Inside You

You network, you craft “commercials”, you smile, you project warmth…you’re awesome! Then you finally get that prospect in front of you that wants what YOU have! Eureka! Bravo! You proceed to “qualify” them by asking them questions about what they need, and how they’d use what you are selling. You think it goes well. Then […]