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…