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Lynn McInturf Associates Incorporated | Cincinnati, OH

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Sales Skills

Has this ever happened to you? You’ve finally obtained the appointment. You’re looking forward to meeting with the prospect and asking questions you carefully prepared in order to qualify the opportunity. You arrive at the appointment on time (or start the video conference on time) . . . but before you can ask your first question, the prospect says, “OK, take it from the top. Show me what you’ve got.”

And the meeting goes downhill from there.


Every time a prospect asks you a question during a sales call, it’s highly likely that you’ve got an opportunity to improve the relationship by asking your own question … instead of answering the prospect’s question directly. Read more about a basic communication principle that too many salespeople overlook.