Posts by David Varner
Asking Questions: The 50% of Effective Questioning That No One Talks About
Throughout my career in sales and consulting with global organizations on sales effectiveness, I’ve always been fascinated with questions. I’ve read all the books on questioning, attended programs and taught programs.
However, they all have one common critical fault; they only present half of the picture.
Read MoreCaution! Should you Negotiate?
Sales Negotiating – “Caution! Should you Negotiate?” Working with hundreds of clients over the years, it has become apparent that when we’re asked to help them improve their negotiating skills, it is often a symptom of a larger problem: salespeople not properly executing a sales process (a systematic, repeatable series of outcomes that removes variation…
Read MoreWhy do Salespeople need Motivation?
As someone whose career began over 30 years ago as an engineer and evolved into selling and finally into sales training, I’ve always had a difficult time understanding why salespeople need motivating. Engineers don’t need motivating; neither do accountants or even someone in a shipping department. Have you ever heard of a ‘rah-rah’ session for your…
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