People make it complicated. How many salespeople do you know who demand to be taught the "advanced" stuff because they already know the basics? Probably quite a few. This is partly due to ego but is also due to the gap between knowledge and skill. Take open questions as an example... Very few sales or business people do not know what the difference is between an open and a closed question yet few consistently ask good open questions falling back on bullying, predictable closed questions in the heat of a tough sale... This … [Read more...]