How to Avoid Sounding Like a Babbling Fool

Questioning

I was on a sales call, talking with a sales manager at a high-tech firm that sold a highly specialized, niched product. Things were progressing smoothly, I seemed to have exactly what he was looking for regarding a telephone prospecting training workshop that he...

Listen for the “Problem-Trigger” Words

Listening, Questioning

Quiz time. Here’s a situation. Think of the very next thing to leave your mouth in response: On a call with a prospect, someone who has contacted you after visiting your website says, "Our issue is that we need to_____." And then let’s assume she...

You’ll Never Graduate From This School

Preparation

It’s graduation season, and odds are you know someone who is involved with a graduating student. I was in Omaha over the weekend and drove by my alma mater, Creighton University, on the way to the airport. It seems like yesterday that I was still there attending...