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Close Too Quick and You Lose Profit
Striving to build a long-term sales career... Build a solid relationship with the customer instead of going for the quick close.

The Art of Receiving Clarity: How to Ask The Right Creation Question
As a business coach that specializes in universal laws and manifestation, I often find the best way to get answers is by journaling. But how do you gain clarity, shift your subconscious mind and journal for success? I believe the secret lies in how to ask the right question or a better question.
The Art of Changing Your Subconscious Mind: How to Ask The Right Creation Question
As a business coach that specializes in universal laws and manifestation, I often find the best way to get answers is by journaling. But how do you gain clarity, shift your subconscious mind and journal for success? I believe the secret lies in how to ask the right question or a better question.
The Steps to Follow for Successful Conflict Resolution
The higher up the ladder of success that you climb the greater your problem solving and conflict management skills must become. Here is some very sound advice to follow in order to work towards more positive outcomes when faced with managing conflict. To learn more read on...
How You May Be Losing Sales Because You Are Pushing Your Prospects Instead of Letting Them Pull You
Is your sales approach all about pushing your prices, products or proposals onto your potential customers? Maybe it is time to consider another, more effective one?
Getting the Best from You and Your Team: Coaching Tips for Executives By Michele Molitor, PCC
When budgets are tight, getting the most from your team is key. Below are 13 simple (but not always easy) tips for executives and managers to increase your team's effectiveness and productivity.
How to Conduct an Effective Interview
Far too many managers approach an interview as something they have to do rather than looking at it as an opportunity. Being prepared to interview enhances the possibility of hiring the right person for the right position. Lack of preparation almost ensures you get another warm body needing a job!
Win More Sales By Losing Someday Beliefs
If you are in sales, you may have had this thought: Someday I will do…. Exactly when did someday become an actual day of the week. Have you considered that this one belief is keeping you from your goal to win more sales.
First Sell What the Customer Wants; Not What You Want to Win More Sales
Keeping the sales tunnel or what others call funnel full is a never ending challenge. Yet, many sales professionals still attempt to sell what they want to the customer and fail to sell what the customer wants. This behavior ends up making the sales professional work harder and not smarter not to mention upsetting many potentially qualified customers.
Sales Training – Top 35 Sales Tips Mostly for Introvert and Shy Salespeople
Whether it’s products, services or ideas, selling goes on everyday of the year by almost everyone. But what are the top 35 sales ideas that professional salespeople can apply the last 35 days of the year?
Gathering Good Requirements
Successful training programs come from knowing exactly what the training must accomplish for the business, the department, and the individual. They don't just happen. Whether you are developing or contracting training, use these steps to improve your requirements-gathering process, spend less time doing it, and drive more effective training:

Conducting an Exit Interview
An exit interview can be a great way to improve the hiring process by finding out what needs to be different initially. Should you hire a different kind of person, should the process be modified, what caused the mismatch between the person leaving the firm and their job.
Sales Training – Salespeople Add Four Stars To Your Own Movie Premier
Virtually all selling has that initial contact between the salesperson and the prospect. Whether you sell business to business or business to consumer, whether the prospect initiates the contact or the salesperson does, this is the time to premier your own movie.
Targeted Selection makes Hiring Much Easier
The steps necessary to improve interviewing and hiring techniques.
Can You Use Closed Questions to Sell More Insurance?
The quick answer is absolutely. Now let me explain.

More on Compelling Reasons
This is a good example of what happens when you don't have the real compelling reasons for someone to spend money with you.
Follow-up a Great Question with Dead Silence!
Ask a great question... and just listen... don't fall into the temptation of answering your own question or guessing at the answer.
5 Tips to Turn Prospects Into Clients
Discover 5 simple steps that can turn your prospects into higher paying, longer staying clients.
If You’re Not Selling . . .
Are you working hard, but not getting the results you want? If you’re a professional salesperson and you’re not selling, checkout these tips.
Selling in 21st Century
There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: "new" sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people.
What to Ask When Recruiting
As you become proficient at questioning, you’ll be able to reveal a candidate’s motivation for considering this career. You’ll make better recruiting decisions and as a consequence have more time to devote to the candidates that will succeed.

Who Does the Best Thinking in Your Company?
If you believe you are the best strategic thinker in your organization, then you have a problem. If you tell your people what and where the opportunities are and then nudge, encourage, insist or demand they pursue them, then who owns the idea? You do. When you tell your people how and where to sell, you rob them of the opportunity to think for themselves.
Tips for Better Communication
Communication skills can improve your customer serrvice, sales, and ability to manage most effectively. Come ead this article and become exposed to some important business skills that will make a huge difference to your "bottom-line."
How to Talk to Prospects and Win Them
The thought of talking to prospects can make even the most seasoned entrepreneur nervous. It doesn't have to be this way. All you need to know are these seven steps to winning conversations with prospects.
Real Leverage
Most salespeople are too desperate to think beyond the immediate gratification of a sale. That is why they will never be anything but a salesperson. Here’s how to break through the glass ceiling.
Selling to the Right Person
I would guess that at least once in your sales career you’ve been told that you should know your audience in order to sell successfully. This is absolutely true. Knowing who you are selling to is one of the most basic fundamentals of selling. However, exactly what does “knowing your audience” really mean? At the most basic level, this simply means you should strive to find the person, or people, who will directly benefit from your product or service, have decision making authority, and can actually spend the money (i.e., write the check) so you know if you are selling to the right person. Ok, that’s simple enough. But what’s not always simple is finding the person that fits these criteria.
The Mindset Required for a Good Joint Venture
When you are sincerely interested in helping other people to achieve their goals and make their dreams come true, you will ask them a lot of sincere, open-ended questions about their lives, their hopes and dreams, their families and their problems and challenges. You will not talk about yourself and your products and services until and unless they can be used to alleviate, solve or remove the problems, challenges and goals of the person to whom you are talking.

Other open ended questions Related Articles

Ask Open Ended Questions
I was reading an article by Peter Murphy on "5 Good Ways To Start A Conversation" and his point about asking open-ended questions seemed appropriate to sales interviews.

The Mindset Required for a Good Joint Venture
When you are sincerely interested in helping other people to achieve their goals and make their dreams come true, you will ask them a lot of sincere, open-ended questions about their lives, their hopes and dreams, their families and their problems and challenges. You will not talk about yourself and your products and services until and unless they can be used to alleviate, solve or remove the problems, challenges and goals of the person to whom you are talking.
Heres why the market tanked when Geithner spoke
Traders and investors alike have been waiting for Geithner’s speech. However, what he ended up doing was opening up more questions than answers. Until we get some “light” as to which way this will all go, the markets will continue to be choppy and erratic.
10 Questions Great Connectors Ask at Networking Events
Getting people to open up to you is a great first step, but then, to make a stronger connection you need to keep them talking. So what are the right questions to ask to get others to open up? Here are 10 questions great connectors ask at networking events.
10 Best Opening Lines to Make a Connection
I’ve asked many successful connectors – What do you say to open conversations with others? Are there magic words you use that make strangers open up and actually want to talk with you? What do you say to allow people to connect with you? The key is to help them connect with you, and in turn, you with them. You want to listen, not necessarily talk. To do that, you can control the conversation for as long as you want by asking good questions, paying attention by listening, and really separating yourself from others.
Information Versus Interrogation: The Three ‘I’s of Open-ended Questions
Every effective sales training course teaches sales professionals to ask their prospects open-ended questions. These are the questions that start with who, what, why, when and how. But when used incorrectly, they can make a needs analysis seem more like an interrogation. Demonstrate professionalism by using the 3 ‘I’s with open-ended questions.
Information Versus Interrogation: The Three ‘I’s of Open-ended Questions
Every effective sales training course teaches sales professionals to ask their prospects open-ended questions. These are the questions that start with who, what, why, when and how. But when used incorrectly, they can make a needs analysis seem more like an interrogation. Demonstrate professionalism by using the 3 ‘I’s with open-ended questions.
Consultants and Service Professionals: How to Create a Winning Proposal
Professionals and consultants who write proposals might wonder if they should be a deadline on their proposals, or if they should make the proposal open-ended. I’d suggest you always put an expiration date on your proposals. Here are six reasons why.
Enter A Water Sports World And Get Used Jetskis For Sale
Cubicle workers do it. Dads to young young children do it. Day dream of an open ended horizon, freedom splashing on our cheeks as we jet ski our mundane life absent within the panoramic view of blue oceans.

Can You Really Make a Difference in a Webinar?
When you're planning your webinar, let's assume you have done the right thing and surveyed your audience beforehand to understand their needs. You might have asked an open-ended question along these lines: "What is the biggest question / problem / concern you have about [this topic]?" How do you now use the survey results in your planning?
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