How to use the past (and future) to close more deals
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.
3 min read
42 B2B qualifying questions to ask sales prospects
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.
13 min read
10 prospects that are wasting your time and how to spot them
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.
6 min read
The Back to the Future sales hack
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.
3 min read