What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up i

Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal fast

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive i

Full of entertaining stories and real-life illustrations, this classic book will give you the strategies you need to become proficient in the art of effective p