What if the art of soliciting work was less about what you say but more about what you ask? Instead of always focusing on what to say next — talking to yourself rather than truly listening to the prospective client — you would be actively engaged in the process by focusing on client needs.

This and other key points for Psychology and Strategy of Sales are addressed by Shawn McCadden in a recent spot on Remodeling TV. In the short excerpt from his seminar, McCadden points out that a real understanding of sales, understanding “the psychology of this dance that’s going on,” can make a world of difference to your company.

As McCadden summarized, “The questions that you ask will be far more valuable in proving your value — the difference that you bring to the table — than the answers you give.” (more…)