This is my 10^th article of my series of 20 articles about closing the sale and becoming an All-Star Sales Person.

This article concludes our conversation regarding probing.  We’ve previously discussed open-ended, closed-ended questions, I’m wondering and today we’re going to talk about the question mark question.  The question mark question is used to delve more deeply into a comment

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This is article nine of our 20-article series on Closing Sales and Becoming an All-Star Sales Person.  Today, we’ll continue with our discussion of probing.

You’ll recall that there are four different ways to ask questions—open ended, close ended, I’m wondering and the question mark question.  Today, our focus is on “I’m wondering.”

“I’m wondering” can be used for either an unlimited response as in an open ended question or to get a brief direct response as in

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This is my 8^th article of 20 on Closing Sales and Becoming An All-Star Sales Person. This one continues our discussion regarding probing.

Last time, we discussed the four different ways to probe or ask questions—open ended, closed ended, “I’m wondering,” and the question mark question.  Today, we’re going to focus on close ended questions.

Closed ended questions are effective when you want to get a limited

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This is our 7^th article on Becoming an All-Star Sales Person.  Today, we will discuss probing and as Jay Douglas Edwards once said, “Questions are the Answer.”

There are four different ways to probe or ask questions—1) open ended, 2) two close ended, 3) the phrase, “I’m wondering,” and 4) question mark questions.

Today we’ll focus on open ended questions.  Use open ended questions

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This is number six of our 20-article series on Becoming an All-Star Sales Person.  This one continues with our visual approach to prospects.

As you may recall, there are two facets to a visual approach to prospects—your appearance which we discussed last time; and your body language.  Using body language in your approach to prospects means that your body

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Here is article number five of our 20-article series Becoming an All-Star Sales Person.  This one deals with your visual approach to the prospect.

Previously, we’ve talked about verbal and non-verbal approaches and now, we’re going to focus on a specific visual approach.

There are just two aspects to the visual approach to prospects. 

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Here’s my fourth article in my 20-article series on Becoming an All-Star Sales Person.  This one will focus on the non-verbal aspects of making an approach.

The non-verbal approach to prospects is about additional tools that help you build rapport irrespective of the language or words that you use.  What you say is verbal, how you say it is non-verbal.  Your appearance and

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Here is the third of my 20-article series on becoming an All-Star Sales Person.  This one deals with what you actually say when you begin your conversation with your prospect or client.

The verbal approach to prospects is the vocabulary, the words that you actually use to begin to build rapport.  Now, in order to know what to say, it’s helpful to remember and review what you already know about this

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Here’s the second of my 20 article series on becoming an all-star sales person.

Last time, we discussed the whole process of structuring a sales call.  Today, we’re going to focus on planning and preparation.  If you don’t prepare or plan to succeed, you’re planning to fail!  You need to know in advance as much as possible regarding who will be at your meeting.  What do you know about this person?  What’s your

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