What's your best question?

by Charles Cohen
(Wilkes-Barre, PA)

Most sales trainers/speakers talk in glittering generalities. Listening to them is a little like eating a bowl of potato chips - - - at the end, you're still hungry for the real meat.

In my experience, Jim Meisenheimer is the real meat.

Rather than simply list one selling story, I'd like to post the best selling lesson I learned from Jim. It's so simple, it's really scary.

I added this simple question to my arsenal of questions I routinely ask whenever I'm in discovery mode with a client or prospect:

'How will you measure success with this project/investment?'

Over the years, I have shaken more information loose with this simple question than I can measure.

Charles Cohen
Benco Dental Company
Wilkes-Barre, PA

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