"The Art of B2B Questioning"
How The "Best of the Best" Create Competitive Separation
It's "CURIOSITY" Followed By
Intentful & Thought-Provoking Questions
"Curiosity" May Have Killed The Cat...
But It's Made The Best Sellers A Whole Lot Of Money
The Greatest Sellers Have A Seemingly Infinite Number of Questions
One of the things I loved about this book was how it seems to have something for everyone. Sellers new to the profession (or Millennials new to the world of selling) will get a lot of information that can change the trajectory of their sales or management career.
Even 25 year "Veterans" like myself will also find a lot of value, ranging from the simple (new questions that spark a great idea) to the more complex, for me that was Bobby's point around,
"it's easier to change someones thinking, than to change how they feel about something."
Enjoy the read!
Thomas C. Martin
Former President, North America, Miller Heiman, Inc.
"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.
New Content For 2021
"You Will Be Remembered or Forgotten
By The Quality of Your Questions"
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.