Asking Questions The Sandler Way: Or: Good Question-Why Do you Ask?

When does the sales process really begin? Some say that sales starts at the very first "hello." Everything before that first critical opening word, these people say, is marketing; everything after that is sales. Others say that the real work of sales doesn't begin till the prospect first says, "No." "Otherwise," they insist, "it's just order-taking."



Antonio Garrido's Asking Questions the Sandler Way rejects both of those answers. It holds that selling begins when you start asking good quest...