Gaps Analysis by Brian Tracy

Asking Question is an important and essential skill to acquire if you want to do sales.

Brian Tracy says that a salesperson is like a "problem detective" who job is to seek out suspects. He uses a key and lock analogy to explain the entire sales process. Very simple yet powerful way to summarise the sales process.

See here for details on How To Do Well In Sales By Asking Questions.

To Great Success,
Peck Ling