Hi there. This is MJ Durkin again, North America’s Prospecting Coach, talking to you about the questions that you need to ask when you’re interacting with a sales prospect. The fifth question that we need to ask is we need to ask our prospect, “Will you let me help you get what you want? Will you let me help you?” Remember to review what we’ve talked...

In the 80’s and the 90’s I owned a brick and mortar business called Durkin Water Treatment. I had an office on the main drag, 13 employees, 3 service trucks, inventory, a warehouse and an ulcer the size of the Grand Canyon. Don’t get me wrong – I loved being in business for myself but the overhead was something that clearly made me jump out of bed in the...

Hi, it’s MJ Durkin again, continuing on with our series of “The Questions that you Need to be Asking Your Prospects When You’re Selling Your Product, Your Service, or Communicating your Belief in Your Cause.”  The fourth question that we want to ask is, “Can you get what you want by yourself?”  In many cases if you’ve already identified what...

Hi, it’s MJ Durkin again.  You may be thinking to yourself, as we’re doing this series on questions, you may be saying to yourself, “Hey MJ, I’m starting to sound like a therapist or starting to sound like some kind of a counselor or a doctor.”  You absolutely are.  I’m absolutely teaching you techniques that some of the greatest salespeople in...

So if you can determine what your prospect wants or, as you’re talking with your prospect, if you can determine and get a feel for what they’re looking to accomplish, what they want, something that they’re not getting that they do want then the next question, literally, is, “What’s preventing you from getting what you want?  What’s preventing you...

Hi everybody. This is MJ Durkin. I’m going to be talking to you today about the questions you need to ask when you are on a sales appointment or you are even on the phone trying to book an appointment. This is actually kind of an in-depth kind of a lesson. So I’m going to do it in probably a four or a five part series but it’s basically going to be the...

Leads, Referrals, Sales, Follow-up and Closing the Sale are terms you are familiar with if you are a Professional Salesperson, Network-Marketer or Business Owner. However those sales leads are hard to generate and difficult to get on a List if you don’t have a plan that forces you to focus on investing time to put leads in the top of the funnel. Here are some...

Professional Salespeople always ask me in my seminars, “How do I close the deal?” or “What do I say when the prospect says that they need to think it over?” These are great questions and all Professional Salespeople want to know how to actually make the sale because that’s where the money is. Do you have a “closing the sale problem” or do you have...