How to Get Your Competitors to Say You Are the Better Choice

Questioning

In a previous post  I discussed what to avoid when talking about the competition. In this one I cover how to get your competition to admit YOU are the better choice. Let me explain… I’ve spent a lot of time on airplanes over the past 31 years doing...

Haters of Soccer, and Sales

Questioning, Sales Recommendations (presentations)

A bigger sport in the US than soccer is listening to the debate between soccer fans and non-soccer fans. It can get quite heated. Like political conversations. I admit, I fall into the non-soccer fan category, but I’m trying to leave. I am one of the bigger sports...

How to Sell to LeBron James

Questioning, Sales Recommendations (presentations)

A huge sales process will be taking place soon. Several organizations will be going after the same target. The one who gets the sale will actually end up PAYING over $22 million dollars to the buyer. The buyer is LeBron James, and the seller is the team that sells him...

74 How Questions You Can Use

Questioning

It’s Masters week, the week that most of us golf geeks look forward to all year. What’s really cool about the TV telecast is the number of commercials are limited to just four minutes per hour, as opposed to the normal 12 or so for regular tournaments. I...

Ask the Plastic Surgery Question from Nip/Tuck

Questioning

“Tell me what you don’t like about yourself.” That was the question posed to their patients by the plastic surgeons, Drs. Christian Troy and Sean McNamara every episode in the dark TV drama Nip/Tuck. Their question would prompt their patients to not only explain what...

Don’t Ask if You May Ask Sales Questions. Just Ask

Questioning

Anyone talking to anyone else: “May I ask you a question?” A reasonable reply: “You just did.’ Ok, maybe it’s just one of life’s tiny little annoyances that is not a big deal. Except, on the phone. Because what might seem like tiny...