The Most Powerful Question in Our English Language
By Linda Stillman, Business Training and Consulting Institute
We’re coached during sales, marketing and negotiation training about how we need to ask more open-ended questions.Of course, the number of good open-ended questions possible with a B2B sales model numbers in the hundreds or more.How can one memorize them all?
Scenario:You’re furiously taking notes while interviewing a prospect when he/she finishes their current response and stops talking.Having been writing, you haven’t had time to formulate a next question but you suspect there’s more to the response that just finished.What do you do? To read this article in full, click here ...
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Say "My pleasure" vs. "No problem"
By Linda Stillman, Business Training and Consulting Institute
Consider how many business people say: “No problem!”The phrase has become a minor cultural phenomenon in our collective conversation lately and isn’t limited to one server or one restaurant or one business type or one geography.We’ve experienced it being said at coffee shops, boutiques, department stores, big-box home centers, and from telephone call centers.You’ll hear it said by wait staff, cashiers, customer service reps, and store management.Yes, you may even hear it said 2-3 times in one conversation as have we.
This begs the question:“Why ever voice the word problem when it comes to customer service?” To read this article in full, click here ...
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