How to Get Prospects to Say YES In More Conversations

I don’t know about you, but when given a choice to root for the underdog or the 5-time champion, I’m pulling for the underdog. As a matter of fact, a recent survey found that 88.1% of people will root for the underdog when given the choice. This happens in sports, with our favorite movies, novels, […]

How To Effectively Eliminate Price As An Objection

Early in my investment sales career, I worked for a mutual fund company that had become the darling of investors and advisors because of the strong short and long-term performance of one of its funds. Our investing style was quite unique because we had a very concentrated portfolio of companies (compared to most of our […]

This Misunderstood Skill Will Help You Master Any Conversation

Although I didn’t know it at the time, I started a “sales career” when I entered the fitness industry in my mid 20’s. I began my career as a personal trainer at a high-end fitness center on the Upper Westside of Manhattan, New York, and after many hours on the job I reached a master-level […]

The Formula for GREAT Questions

How do you create a GREAT sales question?  That’s easy…you intentionally structure the question so it shows understanding, a focus on them, and empathy. Over the last several weeks we have been dissecting Walt Whitman’s quote, “Be Curious, Not Judgmental” and how it pertains to Sales Questioning.  As we wrap up this series of blogs, […]

What is a “Good” Customer Question

Let’s start by identifying what a “Good” customer question is…  A “Good” question is effective at getting information that helps steer the conversation where you want it to go and also shows the recipient that you understand them and/or their goals/challenges. A few weeks back our firm was in the process of selecting a new […]

Hot Questions and Hot Wings

After reading the title of this blog, you may be asking yourself a great question. “When I think of myself as a professional communicator, what does this topic have to do with anything?” Well, let me tell you.  In my years of practical experience, academics, and consulting at Braintrust, my observation is that the concept […]