There are plenty of sales questions we need to ask throughout the buying/selling process to help uncover need, create urgency and gain commitment. Here are some I think are important and the reasons why: […]
Month: August 2015
Stop Giving Away the Farm
We are ‘givers’ in sales. We give and give and give and expect one very big ‘get’ in return at the end which usually comes in the form of a signed contract. The problem is that by giving everything away and not getting much in return throughout the process we’re effectively conditioning our clients to […]