The Power of Probing Questions

by | Sep 24, 2013 | Exercise - Control

1. Make a list of the different types of prospects you will talk to.  Note: Business owners, managers, marketing directors, assistants, representatives, public etc. 2. Adopt the viewpoint of your prospects. a) Look through your list again and find your most common...

Use Positive Control

by | Feb 18, 2013 | Exercise - Control

Watch the How-to-Video “What is Positive Control?” Use a high level of Control in your step-by-step sales process. Understand that positive control is YOUR ability to steer your prospect in the right direction, at the same time allowing them to attain a high level of...