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 ...

Your sales manager probably told you to ask these question of every customer, but every time you do, you're shooting yourself in the foot. The dumb questions are: Do you have the budget for this? Who ...

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 ...

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.

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 ...

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 ...

G. Riley Mills is the Co-Founder of Pinnacle Performance Company and Co-Author of the book The Bullseye Principle. In the work I do with sales leaders around the world, the image of a target always ...

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 ...

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 ...

There's a difference between salespeople who are busy, and those who are productive. Here are five questions to help focus in ...