class="BULLET">When do you want this to happen? What happens when this happens? What happens if this doesn’t happen?

“My goal of this conversation is simply this—I want to get a frame of reference. I don’t know if we’re going to do business together. Maybe we will. Maybe we won’t. If we do, great. If we don’t, let’s walk away friends

Establishing a respect contract upfront enables you to ask the questions you want to ask and also provides your prospect with an out if what you’re selling really isn’t a good fit.

people are ten times more likely to act in order to avoid a negative than they are to move toward a positive so use this information to your advantage.

what you’re like to deal with, how ethical you are, and how you behave, even when things go wrong.

What did (former account lead’s first name) do really well that I should keep doing? What does my competition do really well that I should start doing? What is no one doing that you wished everyone would do?

selling is all about timing. The more you can focus your efforts on those most motivated to buy, the more successful you will be. Don’t waste your time on those you know aren’t ready for change. Zero in on your mobilizers and keep on the pressure.

Won Sales Analysis.” This approach is focused entirely on analyzing the deals you win as a means to replicate your best customers.