How to Uncover Dissatisfaction Without Alienating Your Dream Client

alt text image of a businesswoman wearing boxing gloves

When you first sit down with a contact from your dream client’s company, they may not be willing to share with you the areas where they feel an improvement might be made--or where one might be necessary. They don’t yet know you, and you haven’t yet established a relationship or … [Read more...]

In the Right Dosage

alt text image of a woman taking too much medicine

When you are sick, medicine can help. But first it has to be the right medicine. And second, you have to take the medicine in the right dosage. Advice on how to sell better is the same. You hear a lot of advice about the value of social media. Personally, I’ve benefited … [Read more...]

The Best Questions for Your Needs Analysis

The Best Questions for Your Needs Analysis

There is no “best question” for you to ask during your needs analysis sales call. There are “best questions.” Personally, I like to ask questions based on the client’s stage in their buying cycle. But there are a lot of ways you can categorize great sales questions. Who … [Read more...]