Descriptive Sales Questions: Forcing Thinking

Everyone knows and agrees that asking questions is extremely important for Sales Professionals. Earlier today I read this excellent post on the topic of open and closed questions by Sales Guru, Stephan Derksen. The post provides excellent specific examples and suggestions you can easily use in your own sales work for information gathering, qualifying, and building rapport – go read it! What is …

Repeat Your Customer and Sell More

Just heard something really startling: if you’re a waiter who takes an order, changes are about 70% higher of getting a tip if you repeat your customers order out loud, than if you just go “got it”. 70%!! This is all about how you acknowledge what your customers just told you. If you respond to any request with words or …