Open Questions

Open-Ended Questions. ... An open-ended question is designed to encourage a full, meaningful answer using the subject's own knowledge and/or feelings. It is the opposite of a closed-ended question, which encourages a short or single-word answer.
Open-ended questions are so important because they help you understand what your prospect or customer needs and are incredibly valuable to the sales process (You must listen).


Sales Leadership

The sales management fundamentals that will put you and your team in front of the pack ... and keep you there. Leading a sales team is a complex pursuit with a simple objective: to meet and exceed the sales objectives for the area you’re managing. The variables that can impact your success as a leader are tremendous.

Crafting an Opening Sales Statement

Before you pick up the phone to make a sales call to an executive, I'd like to suggest you remember the following true story: A few months ago, one of my salespeople, Daniel, had some car problems, so I offered to give him a ride to work. Not wanting to pass up the opportunity to do a little one-on-one role-playing, I suggested we go over some appointment-setting phone skills. I've had a long-standing, well-proven statistic that you have just eight seconds to grab an executive's attention whenever they pick up their phone. Daniel was a bit skeptical about my eight-second standard. He looked at me and said, "Boss, eight seconds is too short a period of time! That's hardly enough time to take a deep breath, let alone make a meaningful opening statement."  


Learn the 8 points behind every sales objection ... and how to turn them in your favor. Objections are a requirement to a successful salesday. Without them, you’re likely not really engaging your prospects and customers. The introduction of an objection can spark a flow of information that can help you further qualify a sales opportunity … and better understand the needs, wants, and current environment of your prospects. For this reason, you should work to understand and embrace the true objections (challenges) you might be facing.


Sales is rocket science. And just as rocket science has its foundation in physical and mathematical laws and principles, sales too can be distilled into its basic fundamentals. While branded selling systems and approaches serve several purposes (helping differentiate sales books and training material to sell them better or articulating ideas to make them easier to learn or implement), the simple fundamentals underlying all of them remain relatively unchanged. Here’s the bottom line for your records … fluff removed.