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It's tempting to stick with the sales techniques that have worked for us in the past, but going that extra mile beguiles customers, sparking new interest in what we have to offer. Read More

What can you do when sales prospects seem interested yet keep stalling, avoiding commitment because they're not the only decision-makers? Asking the right sales questions is vital when their bosses are part of the decision-making process. Here's how to ask them, streamlining the sales prospecting process, saving time, and closing more sales. Read More

Are there ways you can further strengthen your customer relationships, or do you think you already know everything there is to know about them? "Why" questions give you invaluable insight into the motives behind your customers' actions, letting you probe deeper into what really motivates them and what they truly value in doing business with yo Read More

Even the best managers can find themselves trapped in a labyrinth of accountability when they're not getting the results from their well-meaning but swamped employees. Paul Cherry shows managers how to get their team members to embrace accountability by uncovering how much and what kind of guidance they need to reach their goals. Read More

Asking questions by leaving messages in people's voice mail is tough, but not impossible. These 8 rules teach you how to create brief but useful messages for prospective customers, or use a question as a teaser that leaves your prospect eager to learn more about what you can offer. Read More

All managers want their employees to meet their expectations and goals. That's why it's important for managers to set clear, concise performance standards for themselves and their employees, and to know them inside and out so everybody benefits. Here's how to make this happen. Read More

Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Here's how asking the right questions and utilizing value-added selling techniques can help salespeople satisfy their customers without getting themselves c Read More