Follow-Up Article on Healthcare Advocacy From Wall Street Journal

Questioning, Random Rants

The Wall Street Journal online edition posted a great article, along the lines of my posting below about asking direct and tough questions of doctors and other health care providers. See it at http://online.wsj.com/article/SB123612654272124081.html Thanks to Mike...

The Fundamentals Work Every Time

Opening Statements, Preparation, Questioning, Sales Recommendations (presentations), Screeners

First, I can’t begin to express how overwhelmed I am with the thoughtfulness of you, my readers and customers, and I’ll put most of you in the category of "friends." In response to my email and blog post below last week I had several hundred...

How to Ensure You Never Hear “I Don’t Need That”

Questioning, Sales Recommendations (presentations)

I saw that just yesterday, real estate company Century 21 decided to quit producing and running TV ads. They were usually entertaining, and I’ll miss them. One of my favorites was a humorous piece that illustrated a great a great sales point. A real estate agent...

How about some “How?” questions?

Questioning

A while ago I saw a TV commercial for Ping, the golf club company. The theme of the commercial was how Ping built its fine reputation by always asking, "How?"  HOW could they make a better putter?  HOW could they make golf more enjoyable with...

Should You Use this Question: “What’s It Going to Take?”

Questioning

I’ve been giving some thought to the question, "What’s it going to take to …?" It’s a bad, salesy-sounding, cheesy technique. And It’s a good technique—when used at the right time, in the right situation.Let’s look...

Sales Lessons from a Legend: Tim Russert

Questioning

Like many others, I lost a good friend a few weeks ago.  I never met Tim Russert, but having spent many hours watching him on Meet the Press and other news and interview shows, I certainly felt like I knew him well. It’s amazing how Tom Brokaw...