The Dan Sullivan Question is the mother of all sales questions

Is the Dan Sullivan Question the mother of all sales questions?

I believe that the Dan Sullivan Question is one of the gold standards of questioning techniques for sales professionals. He published this short book in May 2010. I can’t recommend the book enough. I think it’s one of the best kept secrets in South Africa. Whenever I ask delegates on

Difference between customer and client

What’s the difference between customer and client and does it matter?

On the face of it, there’s no difference between customer and client as definitions go. According to most dictionaries the word customer and client are interchangeable. They both buy products or services from your organisation. However, in terms of doing the best for your customer, it may be an idea

How to build rapport in sales

How to build rapport in sales to a cynical prospect

I believe that figuring out how to build rapport in sales is a vital skill to close more deals more consistently. I would go as far as to say that the start in any sale is the most important part. Top sales professionals understand fundamentally that it is their job

Unhappy sales job

Why your sales job will never make you happy and what to do about it

If you’re in a sales job (or any job for that matter) and feeling insecure, powerless, unfulfilled and unhappy why not read the rest of the text and figure out what you can do about it. If you have the dreaded feeling that this job you’re in is not for

sales professional cathedral builder

Sales professional – Are you a castle builder or a cathedral builder?

As a sales professional you’re the master builder of your life. Builders all find their niche. Some build houses, some build apartments, some build office blocks and some build castles (not so much anymore). The rare ones get to build Cathedrals. Of course, castles and cathedrals are just a metaphor

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