Since the dawn of mankind we have been buying and selling “stuff,” and over the centuries a predictable pattern has developed between buyers and sellers. The buyer-seller dynamic can spell “commission catastrophe” for the sales professional who lacks the artful skill of effective questioning.

The Old Way — The Buyer Stalls

Essentially the old way involves the purchaser following a reliable pattern when choosing to come off his or her hard-earned cash to buy something and the unskilled seller who can easily fall victim to this insidious game.

The dynamic begins with buyer gaining as much information about the product … Read the rest