This is a common problem. There are many "tough" questions that need to be asked, but the ones that are hardest to ask are variations of the following two archetypes: Are you really a qualified ...

Everyone is looking for a selling edge in our distressed economy. Whatever profession you're in, you can get that edge by asking prospects or customers three sales questions: What do you want? How do ...

There's a rookie mistake in sales that former Hubspot heavyweight and current university lecturer Mark Roberge sees all the time. In his Harvard Business School (HBS) class on personal selling, he ...

Closing a sale is done by asking the proper questions throughout the interaction with the client. A sales professional focuses on closing a sale as soon as the conversation with the client begins.

Your interactions with your sales team have an obvious impact on business–and the questions you ask can enhance or degrade your company’s performance. By asking the right questions, and then carefully ...

Ah, summertime. Lemonade in a hammock. That novel you’ve been meaning to read. And, finally, a chance to pull the proverbial train into the station, exhale, and think things through. We spend most of ...

People often make decisions based on emotions and then apply logic as they attempt to support their decision. This might seem counterintuitive, but it’s more pronounced with the affluent; the bigger ...

You can't understand a prospect's true needs and desires without asking the right questions during your sales calls. Here are the seven keys to productive "information gathering" when you're speaking ...

When business people discuss selling, there are five questions that constantly pop up–and often spark arguments. I thought I’d do everyone a favor and answer those questions once and for all. A: Born.