Here's how asking the right questions can help you close big deals while leaving your clients confident they made the right decision. It's a win-win.A good place to start with any potential sales prospect is to assume that he or she is a smart person. If they have the right information in the right context, you should assume that they will make a good decision. Unfortunately, getting them the right information in the right context is where most sales efforts fall apart.Think about it from the potential sales prospect's point of view. Throughout their day, they are overwhelmed with so much information to sort through and so many conflicting opinions to consider
People who seem perfectly stable on paper or even in an interview might not act that way on the job. A reference check–done properly–can help.It’s every business owner’s worst nightmare: You hire someone who looks smart on paper and seems fine in the interview, who then turns out to be a disaster. And not just a run-of-the-mill disaster. As recent incidents in Aurora, Colorado, and New York City have shown, it’s possible for heinous acts to be committed by people who, outwardly at least, appear perfectly well adjusted.Mental illness is a taboo subject on so many levels, and that taboo puts small businesses at risk when they hire. I have worked with some absolutely brilliant people who live with mental health challenges.
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