#AntonioGarrido, author of #AskingQuestionsTheSandlerWay discusses the power of questions in this lighthearted but not lightweight interview. Plenty of vital information and plenty of laughs.

We explore why your credibility comes from the questions you ask not the information that you give. We explain why answering a prospect's questions actually does you harm and does your prospect a massive disservice. We share stories about how we have failed and messed up and how our scar tissue has made us better salespeople, better managers and better people.

We explore the psychological underpinnings of the #SandlerSellingSystem and how it is rooted in biology and evolution. Trust me, you are NOT good enough to override 300 million years of evolutionary hard wiring. When you understand how the brain works, how people make decisions, you realise that you can stop making effort to convince people to buy.

My motto in life and business is do less but better on purpose. Actually, it's double the money for half the work! If you follow the advice in this podcast and read Antonio's book, you will make more money and have the option to spend FAR LESS TIME at work.

How to Get a Free Chapter ...

I'm giving away a free chapter from Asking Questions The Sandler Way". If you comment below and email me at [email protected] with "AQTSW free chapter" in the subject line, I will send you chapter 10, the chapter on reversing your prospects' questions. Reversing is like putting nitrous oxide into your fuel tank - it puts genuine oomph into your sales process.

Crash a Masterclass

I allow up to 3 owners, CEOs and VP/Directors of Sales or Channel Sales to sit in on a class, no charge, no strings. If you want to participate (no passengers or wallflowers) then call me on 07515 937221. We can chat about what you want to get from attending and we'll find a suitable date for you to join me as my guest. My rule is no substitutes and if you have to cancel, I will only extend the invitation one more time. You may bring a +1. The class is a live training session with my paying clients and while you may participate, I have to look after everyone and deliver what they need too.

If you are coming to the #SandlerClientSummit2019 in Orlando in March, you will get to hear Antonio speaking on how to #AccelerateYourBusiness. Please look me up. We can meet up for a drink and I will happily introduce you to Antonio. Mine's a Stolly martini!