Don’t let your company get backed into a corner by a cascade of demands. Here’s how to strike a deal that satisfies everyone.I watched this interchange at a friend’s house between a mom and a 4-year-old child:”Sweetie, it’s not time for cookies. “Sweetie, leave the cookie jar alone.
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