How Many Ways Can You Ask How?

Once you have a sales lead, it's easy to get swept up in the thrill of the moment. Even the most veteran consultants get excited when the chance for a new project or a new client presents itself.

As you proceed through the sales process, you'll find that one simple question, asked at just the right time, can open up your sales conversations and lead to new insights on the issue the client is facing.

That one question is the topic of this month's newsletter.

Enjoy the article, and let me know what you think.

Comments

[Daniel Burge]

Thanks for the great article. Often, you find out that the problem is bigger than the client first imagined. Sometimes, the solution they first propose is a bandaid on the problem, rather than a true cure. It's important to push through to the core of the problem and solve it.