The bottom line: to effectively use High-Impact Questions, you must do your homework. Understand your client's business, their industry, and the challenges they face. Combined with the High-Impact Question formula, this knowledge will enable you to craft questions that resonate, challenge, and engage.

Unconscious bias can derail a sales conversation in several ways. Being aware of your own biases and understanding how they influence your customer’s journey can improve your relationships and increase your close rate.

Unconscious bias can derail a sales conversation in several ways. Being aware of your own biases and understanding how they influence your customer’s journey can improve your relationships and increase your close rate.

For over 17 years, we’ve tracked the performance of every salesperson in every one of hundreds of thousands of conversations. With all this qualitative and quantitative data we can say that the two most important skills (and the two that are often performed worst) are curiosity and empathy.