Questions-provocative and engaging

Ask yourself, “What is the question that has the greatest impact on your closing presentation?” It is simply “Why is this important to you?” This is a question that you should have asked before you get to a closing presentation. The answer to this question is what you lead with in your closing. Keep in […]

I’ve been asked over the years the following question: “What words can be used to get a person to buy from me?” My answer has always been: “It isn’t so much the words you use, as much as asking a PROVOCATIVE and COMPELLING QUESTION.  That’s really the power.  Words are very important, but if put […]

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Wayne's Deli, Redbook, N.J.