Making Small Talk Big

The single most important event in the sales process is the first face-to-face meeting with a new prospective client. If you think about it, the beginning of the most important event in the sales process is a big moment. Do you really want to burn it talking about the weather? […]

Why a Sales Conversation is Different from a Normal Conversation

A good sales conversation involves the salesperson asking questions. As you listen to your client answer the questions you ask, your brain will give you ideas about how you might help. In a typical conversation, you’d probably offer these ideas as they occurred to you. In a good sales conversation with a client, we suggest you don’t say your ideas as they occur to you. You wait. You stay in the question. In this way, […]

Hurson and Dunne have produced an intelligent, easy-to-understand guide from which professional and novice sales folks alike will gain a great deal of comfort.
   --Booklist, July 2014