Ever get shut down by a prospect after asking a yes-no question? It happens too often to sellers of all levels. Using yes-no questions makes it too easy for your prospect to say, “no.” We’ve all been ...

Find today’s readings here. “Let your ‘Yes’ mean ‘Yes,’ and your ‘No’ mean ‘No.’ Anything more is from the Evil One.” I sometimes find yes-or-no questions brusque, perturbing, even unsettling. It’s ...

If there’s one thing you absolutely must not do when answering interview questions, it’s respond with a simple yes or no answer – even when it’s a yes/no question. Always elaborate, otherwise you’re ...