Tag Archive for: sales training

Is It Possible That Asking Questions Is the Wrong Thing To Do?

The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what’s bothering them so you can sell them a solution, you might miss TONS of opportunity.

In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn’t even know they have.

Also mentioned in this podcast:

[PART 1] Expert Interview with Head Coach Lin Dunn on Basketball and Business Success

Lin Dunn - Expert Interview on The Advanced Selling Podcast

This is the first of a two-part series of our interview with Coach Lin Dunn of the Indianapolis Fever of the WNBA. Part 2 will be released on January 14, 2013.

Now, you’re probably wondering, “What does the WNBA have to do with my business success?” Well, maybe nothing…however…if you haven’t heard Lin Dunn speak before, you’re in for a treat.

She has been successful as a coach at every level of women’s basketball and even wnba.com refers to her as,”One of the most successful women’s basketball coaches in history.”  Lin’s message with Brooke and Bill has little to do with basketball and a lot to do with the “attributes of success.” Her style is folksy…but her message is poignant.