A note from Alice: My friend Keenan always dishes out smart selling advice with a twist, and this post from him about how to ask questions is no different. Asking the right question at the right time with the right tone for the right objective is key to selling....
It’s not what we do or how we do it. It’s the ‘why’, that makes the difference. I frequently get asked “What’s the number one thing that will increase sales?” Although strategy, tactics, process and people make a difference, there is...
Frequently I walk into “networking” events and see the following: people registering, walking into the meeting room, finding their friends or co-workers, sitting down, and starting to eat. They chat with the people they know and then listen to the speaker. When...
I am always telling business owners and salespeople to get out and network but so many of them don’t follow my advice. There are many reasons but one of the biggest hurdles is approaching someone you don’t know; it’s a lot like cold-calling which...
If people need what you have, they’ll ask if they can buy it. It is very simple. The only way to know if someone needs what you have is to ask good questions and listen. If you do this you will know whether you are developing a relationship that will turn...