The reason salespeople fail to get what they want is they fail to ask. Instead of asking they beat around the bush and passively wait for their prospect to do the work for them. Asking is the most important discipline in sales and failing to ask means you fail.
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In sales, we hate it when we’ve gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, “Well
Pain Motivates Buyers to Act A universal and timeless truth is that pain is a greater motivator than pleasure. Therefore, to compel prospects to buy from you, sell the pain.
Take Their Pulse Then Close the Deal These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just
