by chris | Jan 5, 2013 | Sales Process
Want to know how to get the best answers to your sales questions? Ask shorter questions. Yes! The best sales questions tend to be short ones. Why? Because short questions get you LONG answers, which are jam packed with vital information you need to make a sale. Below... 
by chris | Nov 24, 2012 | Sales Motivation, Sales Process, Sales Prospecting
As I have already shared, questions are key in a sales call…remember what I shared about short questions? Now let’s talk about the power of follow-up questions. If you want to move your sales call toward a close and toward more profit, then you need to be... by chris | Nov 10, 2012 | Sales Motivation, Sales Process, Sales Prospecting
A big problem many salespeople have is knowing how to get the customer talking. Too many times the customer either doesn’t say anything or responds with nothing more than one or two word responses. In this sales tip video, I share how you can get the customer... by chris | May 1, 2012 | Profit Maximizing Price
We have arrived at the last day of my in-depth exploration of 5 Sales Tips to Maximize Your Price. If you missed the previous posts, here they are: Sell the Outcome, Not the Activity Sell the Urgency of the Customer’s Timeline Are Your Customers Confident in... by chris | Apr 11, 2012 | Sales Process
Do you truly listen to your customers? Could you do better? The reason I ask is because it seems that listening is a skill that is emphasized as important, but unfortunately is not actually put into practice — at least to the extent it could be. And if you...
