Your interactions with your sales team have an obvious impact on business–and the questions you ask can enhance or degrade your company’s performance. By asking the right questions, and then carefully ...

Closing a sale is done by asking the proper questions throughout the interaction with the client. A sales professional focuses on closing a sale as soon as the conversation with the client begins.

What happens when we make assumptions? The movie, The Return of the Pink Panther, provides a great lesson. Peter Sellers, playing the immortal Inspector Clouseau, sees a small dog in a hotel lobby, ...

There's a rookie mistake in sales that former Hubspot heavyweight and current university lecturer Mark Roberge sees all the time. In his Harvard Business School (HBS) class on personal selling, he ...

People often make decisions based on emotions and then apply logic as they attempt to support their decision. This might seem counterintuitive, but it’s more pronounced with the affluent; the bigger ...

This is a common problem. There are many "tough" questions that need to be asked, but the ones that are hardest to ask are variations of the following two archetypes: Are you really a qualified ...

If you want to increase your sales conversion rate dramatically, stop selling to people who can’t or won’t buy. Ok, sounds simple, but the next logical question is “How do I know whether a qualified ...

If only things were that easy. Simply asking questions and listening won’t solve our most vexing sales challenges. Probing questions followed by patient listening as the magic keys to sales success.