Ask Confirming Questions


For sales professionals, everywhere.

The skill of asking questions and deeply listening to the answers is a lifelong practice.
BE in it, don’t rush it, and look to learn.
BE willing to not know everything all the time. ask listen 1-15-19
Asking Confirming Questions takes the unknown away.
When a salesperson shows a customer an item that has a price tag on it, and the salesperson says “This is $#”…and the customer nods, it means what? It means that the customer heard the salesperson and that they can read. It doesn’t mean that the price is good for them – that would be an errant assumption. The Confirming Question that accompanies this scenario is “Is that what you were expecting?” of “Does that work for you?” and BE SILENT and STILL and wait for a response.
This one skill, developed from discomfort to mastery, is life changing. Try it. And if you get stuck, keep trying it and call me.
Now, go sell something.
Jody Smiling Photo copy

Sketching Checklist

For salespeople and sales managers, everywhere… A couple of months ago, I was having a coaching conversation with Sarah Scott of Furniture Mall of Kansas. She’s a rock star with whom I have had the good fortune to watch blossom … Continue reading

Focus on ONE Thing

For Sales Managers, everywhere. It’s understandable that when faced with the prospect of ‘coming from behind’ in a sales period to make goal, to throw LOTS at the sales team. LOTS to do – “Don’t forget to…” “Make sure you…” … Continue reading