Gaining Trust By Asking the Difficult Questions

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Being a trusted advisor means asking the difficult questions. The one question the answer to which will often do the most to help you help your dream client is why they haven’t already found a way to achieve the outcomes they need. The answer is sometimes that your competitor, … [Read more...]

The Only Seven Responses to Any Question

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Robin Starr gave a speech at Toastmasters. She said that there are only seven responses to any question. Let’s look at them through the lens that is professional selling. Yes The perfect answer. The one, most hoped for, and best of all responses. What do you want to hear when … [Read more...]

The One Right Answer

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There isn't one right answer. There are many paths that lead from target to close (or any other outcome you are seeking). If your client is already dissatisfied one path might be to help them better understand their needs. But maybe when you find your dream client they're not … [Read more...]

How Do You Know If Sales Is Your Path?

How Do You Know If Sales Is Your Path?

I’ve met people that knew from a very young age that they wanted to be lawyers, doctors, writers, police officers, and fire fighters. My younger brother, Jason, knew he wanted to be a professional stand up comedian when he was in third grade (His teacher gave him an assignment to … [Read more...]