This is a common problem. There are many "tough" questions that need to be asked, but the ones that are hardest to ask are variations of the following two archetypes: Are you really a qualified ...

There's a rookie mistake in sales that former Hubspot heavyweight and current university lecturer Mark Roberge sees all the time. In his Harvard Business School (HBS) class on personal selling, he ...

Even the least experienced salespeople admit that getting leads is simple. But it is the real art to turn those leads into buyers. According to WordStream blog post, a typical website conversion rate ...

When business people discuss selling, there are five questions that constantly pop up–and often spark arguments. I thought I’d do everyone a favor and answer those questions once and for all. A: Born.

Closing a sale is done by asking the proper questions throughout the interaction with the client. A sales professional focuses on closing a sale as soon as the conversation with the client begins.

All sales questions are not created equal. Good questions give you information to help you move the sale forward. Lousy questions simply annoy the prospect and (worst case) can kill the sale entirely.

People often make decisions based on emotions and then apply logic as they attempt to support their decision. This might seem counterintuitive, but it’s more pronounced with the affluent; the bigger ...

Ah, summertime. Lemonade in a hammock. That novel you’ve been meaning to read. And, finally, a chance to pull the proverbial train into the station, exhale, and think things through. We spend most of ...