Questions-provocative and engaging

All of us have a hoard of prospects that were initially attracted to us for some reason or another.  It could have been your ad that attracted them. A direct mail piece. Or any other method you might have used to attract that prospect. Once you have attracted that prospect to look at you, they […]

If you can get accurate and worthwhile information from your customers, you will put yourself way ahead of your competition. There’s an old saying, “Information is King.” Here are a few ways to get this valuable information: Ask them. The easiest and simplest way to find out what your customers want from your service or […]

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
Wayne's Deli, Redbook, N.J.