Hopefully by now you’re aware of the feature/benefit technique commonly used during a sales presentation. Maybe along the way, someone has told you to not just share the features of your product or service, but to also clearly explain the benefits of each…

If you’ve ever worked with a salesperson that does not listen, you know firsthand how frustrating it is. Whether you’re considering a large purchase like a car or a new home, or you’re just in the market for a new computer, working with…

Open ended vs. closed questions—which is better? The right open-ended questions, asked at the right time, will encourage your prospect to open up and share vital information with you such as their “hot-buttons” or their “pain”. As you’re mastering the discovery phase and…