Great salespeople take their prospects on a journey through time. They don’t just focus on the present—they focus on the past and future, too.

Everything you need to know about qualifying can be summarized with two questions: Can I help them? And can they help me? This is what we call selfless and selfish qualification. If you can say yes to both questions, you’ll never close a bad deal again.

Is this person going to buy? When you’re on the phone with a prospect, that’s the single most crucial question that needs answering.

Great sales people take their buyers on a journey through time. Today, I'll share some simple questions with you that you can use to gain a deeper understanding of your prospective customers. I promise you that this 'rhetorical time traveling' will help you to close more deals.

I recently got an email from Vivek, one of my blog readers, who had to pitch to a massive car company. It was a high-pressure sales situation for Vivek. The stakes were high as a lot depended on this deal and he had just one shot.