For the love of Moses!

Moses was the meekest man who ever lived, yet led a nation for 40 years. He was a brilliant strategist as well. In fact, in the Canaanite conquest, he sent 12 men to spy out the land. Based on their reconnaissance, they devised a strategy to attack the Central Highlands and cut off organized resistance and communication.

Big Picture Questions With Surprising Reasons For Asking

This video deals with circumstantial "big picture" questions, but the reason for asking isn't always evident. Often times, the prospect's answers gives you important clues about what matters to them and what you will need to offer to gain their interest.

Is There Any Wood? Why It Matters More Than You Think!

The second domino in the Moses Questioning Strategy is about vision and goals. Not yours. Your prospects and clients!

Are They Good or Bad, Fat or Lean? Qualify the Opportunity

Moses had almost half of his questions directed towards the land. After all, it represented their future opportunity. He needed to know the lay of land (question 1), but he also wanted to know if the land was any good, (question 2).

The Goldmine Your Competition Is Digging For You!

Your competition is doing more favors for you than you may realize. But you will never know if you don't ask. Here are two rules to remember: (1) Never sling mud about your competitor. It just gets your hands dirty. (2) Don't be afraid to ask your potential customer questions about your competitor that may be serving their needs.

Walls Or Tents? And Bring Me Some Grapes

The Moses Questioning Strategy has taken us from big PICTURE circumstantial questions, through PURPOSE, POTENTIAL, PROBLEMS and finally PERMANENCE. Permanence speaks of their thinking. Is it long term or short term? (Are they living in tents or fortified cities?) This tells you a lot about your prospect and your competitor.

5 Phases Of The Buying Process

The "buying process" is not the same as the selling process. The buying process is what a buyer goes through with or without the seller being present. When they discover they have a need, they often times put on the "doctor" hat and try to diagnose their problem and prescribe the best solution.