3 Posts found for Author: Geoffrey James

The unspoken beliefs that wield the most influence over business behavior are the metaphors that people use to envision the following major aspects of the work experience:

1. What is business all about?
2. What is a corporation all about?
3. What is management all about?
4. What role do employees play?
5. What really motivates people?
6. What is the nature of change?
7. What’s the role of technology?
8. What is the essential nature of work?

The answers to … [ Read more ]

Author: Geoffrey James | Source: Make Your Company Smarter | Subject: Organization Questions

Are you asking your prospects the wrong questions?  When most sales reps are developing a B2B sale, they limit questioning to generic issues like which products the prospect is currently using.  Here’s a better idea: ask questions that reveal if the prospect is truly qualified to buy and how the buying decision will be made.

Here are ten sample questions, adapted from material provided by Keith … [ Read more ]

Authors: Geoffrey James, Keith Rosen | Source: 10 Tough Questions to Ask Prospects | Subject: Sales Questions

Decision-makers will inevitably see your idea from their own perspective. In other words, your idea must be expressed in terms that address the practical business concerns of the potential buyer. Below are hot button questions for C-level execs

• Chief Executive Officer: Will it increase the value of the firm?
• Chief Financial Officer: Where’s the return on investment?
• Chief Operations Officer: Can we execute on this plan?
• Chief Information

… [ Read more ]

Author: Geoffrey James | Source: How to Sell an Idea | Subject: Innovation Questions