Great Sales Tip

I was reading one of my favorite blogger/social connectors/mentors yesterday (Keith Ferrazzi -http://www.keithferrazzi.com/about/our-story/) who I always take time to read.  He had a great, no an awesome interview with  Greg A. Cozine where they discussed the difference between a sales suggestion and a direction.  It doesn't sound like that big of a deal, until you think about it.  A suggestion allows for the client to give you an  ambiguous reply, while a direction is giving them something they need to discuss with you deeper.  What a small thing, but it can return a lot of value.  Check out the full story at http://www.keithferrazzi.com/career/simple-sales-tip-with-a-huge-impact-on-your-closing-ratio/ and see if you don't agree!