Entries by admin

Show ‘Em You Know ‘Em

Given the vast resources you have on-hand—search engines, websites, social media—buyers expect that you’ll come to every sales call fully prepared. For instance, when someone calls on me, I expect them to know that I run a sales training company and that we’re a global business. If they haven’t taken the time to do some […]

The Art of the Confirming Question

An integral part of the ValueSelling Framework® is holding meaningful conversations through the O-P-C line of questioning-open, probing and confirming questions. Let me take this opportunity to focus on the importance of the confirming question. At first glance, it would seem that confirming questions are easy. After all, how hard is it to repeat what […]