The Negotiator Magazine

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I wonder what would have happened if any of the salespeople and corporate executives at IBM, HP, or Sun had started to ask questions of the technology people at Verizon.

Questions like:

Once you begin asking great questions of your customer your relationship changes. You are no longer simply a vendor selling a commodity.

You become a valued advisor/counselor whose knowledge, training, education, experience and wisdom makes you a valuable resource to the customer.


Jeffrey J. Mayer helps business owners, corporate executives and sales professionals, set their priorities, get focused, and achieve their goals, so they can grow their business, get ahead in life, and live their dreams. For information contact Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com com.

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February 2005