"The Art of B2B Questioning" is a teaching book, filled with innovative ideas, insights,

and practical applications.  All designed to help you achieve unprecedented results. 

Consider this insight... In interviews with Buyers, it was revealed that decision-makers have a predisposition towards Sellers, believing that Sellers do not have a true understanding of their business.  When questioned why they believe Sellers don't understand their business, Buyers overwhelmingly responded with..."I can tell by the questions they ask me, and not only that, but they all sound the same".

  "Innovation" is critical to every business. Companies are either creating it or acquiring it. One would think, with all the financial investment (billions worldwide) in "training & sales applications innovation", that sellers would be experiencing higher close rates.  Recent research has concluded, that across various industries over the last 30 years, close ratios have not changed much beyond the range of 17- 29 %. (source: HubSpot) 

     This suggests, that only about 3 out of 10 opportunities turn into revenue. When did it become acceptable to lose that many opportunities, year after year, after year ?

The curious among us might ask, "Why is that?"

Today's question should be, "Where's the "innovation" for connecting between real people, the "innovation" for more effective communications between buyer & seller?" 

Ask yourself a couple more questions:

  • What's truly the root cause of Deal Slippage & Inaccurate Forecasts?

  • What's the primary cause for the lack of understanding of a Buyers BATNA?                            (Best Alternative To Negotiated Agreement)

  • Why do many tenured sellers, truly not know, if they are actually winning or losing, until they have either won or lost?

stop asking why.jfif

"Curiosity followed by great questioning is a sure sign of intelligence" BKnight 2018

This unique book teaches advanced questioning by combining learning with the visual stimulation from artists around the world, both the famous & the yet to be discovered.

Going Beyond The "Can you tell me..." Questions

From The Visual To The Cerebral

In Selling... the great aim of learning is not just knowledge but

"Appropriate Action"

Here's Some of What You'll Learn

The Significant Role That Questions Play In Selling & Life

  • Most Everything That Exists Was An Answer To A Question

  • Human Nature Is More Drawn By Questions Than Statements

The Mona Lisa of Sales Skills, Higher Order Questioning

  • Differentiating Yourself By The Questions You Ask

  • Asking Purposeful - Intentful - Thought-Provoking Questions

Getting 2 For 1 With Two-Sided Questions

  • Illuminating Both Buyer & Seller

  • Requiring Anticipation - Intent - Strong Word Selection

Going Broad & Deep With Funneling Questions

  • Specialized Approach To Guiding Conversations  

  • Questioning Broad To Narrow & Narrow To Broad

The 2 Faces of Lower Order questios are the most misused type of all the questioning types.  Does thatmean we should limit their use or simply use with a specific purpose

The Two Faces of Lower Order Questions

  • The Bane Of Existence For Many Sellers

  • The Strategic Use Of Closed-ended Questions 

Socratic Questions For The 21st Century

  • Minimize Assumptions For Both Buyer & Seller

  • Utilizing Analytical & Comparative Questioning

  Stifling Competitors Via Isolation Questions

  • Securing High-Value Information 

  • Maximizing Your Unique Attributes & Benefits 

Creating The Eureka Moment With Futurist Questions

  • Take Buyers Outside Of Their Own Paradigm 

  • Questions That Excite & Or Disrupt Thinking

 Bonus: Famous Paintings Influenced By Questions

  • Artists Who Erred Financially  

"Like a rising tide lifts all boats, so to, Advanced Questioning elevates every aspect of selling"                                                                                                                                                                           BKnight 2018

   This Book Provides the process, structure, and critical words required to construct; thought-provoking questions, questions that show empathy, questions that foreshadow an understanding of the buyers' business, questions that extend the thought process, questions that create new thoughts, questions that stir the imagination, questions that require prioritization & critical analysis, questions that suggest the Buyer is speaking with a relevant salesperson, questions that show genuineness & authenticity, questions that address situational & consequential scenarios, questions that let a Buyer know this is different than the last 4 conversations they had, questions that create Eureka moments and questions that get you remembered.  

                   "Know a person clever by their answers but wise by their questions"

                                                                                                           Naguib Mahfouz  Nobel Prize Literature

   To paraphrase an old Chinese proverb, "give a person a fish, feed them for a day", "teach a person how to fish, feeds them for a lifetime". This proverb is restated for Salespeople as, "give a seller a question from the company playbook, gets them through a meeting", "teach a Seller how to create purposeful, intentful and thought-provoking questions on their own, helps them catch the "big fish" and sustains them through a phenomenal sales career".

"You Have To Know, Before You Can Do" BKnight 2017

  2021 New Content Added

 Becoming More Persuasive

  • Be Humbly Aware This Isn't Easy

  • Building Trust & Credibility Via Ethos - Pathos - Logos 

 Brainstorming In The Questioning Tree

  • Strategic Approach To Brainstorming Fresh Questions

  • The Process Improves The Quality

Significance of Buyer/Seller Compatibility

  • Role of Risk vs Reward

  • Do We Sell Like They Want to Buy

How To Structure & Frame Great Questions

  • Focusing On The Outcome 

  • Questioning With Intent - Purpose - Perspective  

I’m Asking Great Questions, Now What…Listen!

  • Why We're Poor Listeners 

  • Distinction Between Hearing & Listening


 Is Culture More Significant Than We Knew

  • Understanding & Aligning Cultures

  • How Things Get Done vs What Gets Done