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Questions

Types of Questions you should ask in Sales Conversations

Do you focus on one type of question? There’s another type that can actually uncover a deeper answer from the buyer. Are you making false assumptions because you instinctively “know why” a buyer is looking to buy without asking the buyer? As I’ve said in other articles, this is dangerous. Do you avoid the deeper […]

Results you can offer so the buyer wins

Are You Confusing Self-Interest as a Win? Results You can Offer

Last week I shared with you that I can be dumber than a box of rocks. This week, I’ll share, I’m not an expert in sales. Yes, you heard that right. I’m NOT an expert in selling. I AM an expert in failing! Most of what you read each week is inspired by my years […]

McDonald’s Started it & Mastered it. What is Upselling & Cross-selling?

Jim from Columbus, OH writes in my “Talk to me” segment: I sell insurance products. Can you give tips on cross-selling and upselling? Thanks! The art of upselling was mastered by McDonald. They started the “would you like fries with that?” And SuperSize choices. Upselling and cross-selling is the ‘cherry on top’ of selling. It’s […]

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