John Wooden on Success
John Wooden, the legendary UCLA basketball coach who knew a thing or two about winning on his way to a record 10 NCAA titles, offers
My Blog
Telling is not Selling — Ask questions, then STFU
You’ve most likely heard the line “telling is not selling.” Yet how many times have you started by asking questions of a prospect only to
A Consultative Interview Process
Elements of a good Consultative Interview with a new prospect include: • A list of carefully scripted questions, done before a meeting. Preparation is a
Socrates on Sales …
The essence of our ability to influence others is Socratic in nature. The Socratic method is a form of inquiry and discussion between individuals, based
John Wooden on Success
John Wooden, the legendary UCLA basketball coach who knew a thing or two about winning on his way to a record 10 NCAA titles, offers
Telling is not Selling — Ask questions, then STFU
You’ve most likely heard the line “telling is not selling.” Yet how many times have you started by asking questions of a prospect only to
A Consultative Interview Process
Elements of a good Consultative Interview with a new prospect include: • A list of carefully scripted questions, done before a meeting. Preparation is a
Socrates on Sales …
The essence of our ability to influence others is Socratic in nature. The Socratic method is a form of inquiry and discussion between individuals, based