How Many Questions Should You Ask at a Time?

At a social function I was talking to a guy who asked five questions in a row, didn’t listen to any of the answers, and only used his questions as a springboard to talk about himself. Since I didn’t take much interest in what he was pitching (he shoved his...

Ask for Action, Not Permission

An article that originally appeared in the New York Times on October 15, 1997, titled "In War Against No-Shows, Restaurants Get Tougher," by William Grimes is especially relevant for us as salespeople. Here is an excerpt: Gordon Sinclair, the owner of Gordon...

Help Them Tell You What They Want

If you handle incoming telephone inquiries or follow-up on mail-in or web business leads by phone, keep one thing in mind about these people: Even though they took the initiative to contact you, they might not know what they want, or even which questions to ask you....