"Talent Aligned With Strategy"
"Show Me the Difference"
If everything looks alike, price will be the main differentiator. Start moving away from that situation.
"If Everything Seems Under Control, You
An evolving company will not do the same things for a long time.
"Look at Your Customer As a Movie, Not As a Picture"
The contract is the start, not the end.
"Concepts, Strategies and Implementations with Results"
Sustainable results in any industry.
"Inspiration Comes When You Least Expect It"
"Why is the most important question"
Most people have no idea about the answer. We help you discover it.
"The Purpose Initiative"
Discover the single methodology that uses the end-customer's perspective as a starting point
"In Difficulty Lies Opportunity"
Most people focus on the solution to a problem. We focus on the origin.
"Start Your Purpose Initiative Today"
Forget Tips & Tricks, they're copied by the competition and you get tired of remembering them.
"Attitude Change is the Most Sustainable Growth"
Not all change is for the best, but if you want to become better you'll need to change
"The Purpose Initiative for Sales and Operations"
The implementation of your purpose driven strategies
In sales there are two kinds of questions: sloppy ones and the real ones.
Unfortunately, most sales tend to ask sloppy questions.
Because they "feel" more safe, less "aggressive".

To avoid mistakes, dear reader, I'm not into hard selling nor aggressive sales methods.
I'm very much into asking the right questions.
And sometimes these questions are confronting.

In the end, making a prospect chose for you means he/she needs to change.
And there's no change without any disruption (confrontation).

Some examples of sloppy questions, and why they're sloppy:

"Who's your current supplier?"
- good preparation, maybe the prospect thinks this is none of your business. Good start.

"Are you satisfied with your current supplier?"
- would they do business with them if they weren't?

"Shall I make an offer?"
- why would you do that? Where's the value?

"Are you the person that decides about this matter?"
- you're begging for a lie. Why would anybody admit they're not important?

The 5 questions that really matter are:

"What are the blind spots you're looking for you cannot find with your current supplier?"

"What makes you look for an alternative?"

"Which criteria are you using to select a new supplier?"

"How will this decision be made? Who's involved besides you?"

"What's the next step?" (instead of "shall i make an offer?")

The big difference between these two types of questions is the sloppy ones start from your perspective.
The real ones start from the customer's perspective.
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