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Why Ask Questions?

June 2nd, 2014
The ability to ask questions and to qualify are two core competencies in sales. In Dan Pink’s Book ‘To Sell is Human” he states:

“In the New World of Sales, being able to ask the right questions is more valuable than producing the right answers.” Pink. To Sell is Human. Riverhead. 2012 p 147

Whether you target businesses or consumers in your industry, you need questioning abilities to connect and to engage your customers. I agree with Dan Pink when he says “we are all in sales”.

On this site, you will find references to a new book “The Art of the Q.” I wrote this because I passionately believe that questions and qualification (a sequence of questions) will help you to save time.  Further, my experience is that people who ask the right questions make more money! Why?

Questions help you understand the needs and wants of your customers.

Questions help you counsel buyers to identify and to remove obstacles that stand in the way of your success.

The difference between “The Art of the Q” and other books is that it is based on 17 actual case studies with real life examples. You get actual questions stripped from high performing sales people that you can immediately use in your day to day business life. If you want to download “The Art of the Q”, it is available in e-book ( | Barnes and Noble). A print version is coming soon.

You probably use questions now. My hope is that you have the desire to hone these skills to become an expert in communications. I hope you will also share YOUR questions (and answers) with me at facebook/salestrainer4U!

Thank you,

Charlie Van Hecke


Tuesdays are like salads, fruits and vegetables

September 13th, 2011

Tuesdays to me are a lot like salads, fruits and vegetables. Every plan that was laid out on Monday gets rearranged by customers, situations and clients. Sometimes you want fruit, but you get veggies instead. If you seek achievement, you will have highs and lows throughout the day.

Tuesdays are filled with meetings that include needs analysis and solution based presentations. It will include questioning, listening, technical analysis and clear communication. Concentration balanced with customer centric empathy can yield fruit. There are no guarantees – sometimes you seek peaches and get brussel sprouts.

The purposeful soul seeks accomplishment higher than work. Understanding that setbacks occur prepares us to overcome obstacles or to deal with the fact that we can’t control every outcome. Sometimes people undermine us and it is an opportunity for forgiveness.

Forgiveness is cultural and habitual. In our family, we all have made mistakes. Like most husbands, I’ve learned the words “yes dear” and “I’m sorry.” There are principles and preferences at work in our marriage. There are some things we don’t bend on and there are lots of compromises. Everyone has heard the phrase “pick your battles.” Principles are things you strongly believe in – not just things you want or have opinions about. Preferences are merely individual wants based on personality or situations.

Flexibility is often more an attitude than a strategy. Adjusting to other people – like to their tastes – is an example of being aware of the preferences of others. Being willing to switch restaurants is a good example. She may want salad – you may want steak. Will you adjust?

The real challenge to being empathetic – you know…. understanding the other person’s point of view… is that your own needs and wants can get ignored. So – you have to be assertive if someone starts walking on you. I like the phrase “do you see the word doormat on my back?” You have to watch your tone of voice as you say this – and yes, I get in trouble all the time!


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