Comments on: Get More Clients by Asking Better Questions http://www.ianbrodie.com/selling/get-more-clients-asking-better-questions/ More Clients in Less Time, Even if You Hate Selling Wed, 08 Feb 2012 13:26:29 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Stuart Peck http://www.ianbrodie.com/selling/get-more-clients-asking-better-questions/comment-page-1/#comment-342 Stuart Peck Wed, 26 Aug 2009 14:07:13 +0000 http://www.ianbrodie.com/?p=970#comment-342 Ian, This is a really good point- when I work with sales professionals they sometimes are to quick to solve a problem with finding out what that problem is and whether the "business" wants that problem solved or is willing to sign off against it. Training programs like SPIN or SCOTSMAN do work to a degreee but you need to dig deeper and inspire the client to talk about what is keeping them up at night!!!! Stuart Peck Ian,

This is a really good point- when I work with sales professionals they sometimes are to quick to solve a problem with finding out what that problem is and whether the “business” wants that problem solved or is willing to sign off against it.

Training programs like SPIN or SCOTSMAN do work to a degreee but you need to dig deeper and inspire the client to talk about what is keeping them up at night!!!!

Stuart Peck

]]>