Skip Miller

Interview with Skip Miller

As we approach the end of the year, Skip shares with Jim how to get more production out of the year. They also talk about how to prepare for 2004.

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Skip Miller joins Jim Blasingame to reveal that if you ask a prospect when they’re going to take delivery of a product that is what you sell, that will give you the answer to your next move, close or take them off your prospect list.
Skip Miller joins Jim Blasingame to reveal that when a prospect keeps saying “maybe” you have to ask them the question of when would you need to take delivery of this product/service.
Skip Miller joins Jim Blasingame to reveal that when you have a prospect that won’t pull the trigger, they keep saying “maybe,” give them some homework to do to find out if they’re still a qualified prospect.
Skip Miller joins Jim Blasingame to reveal how to determine the position of a prospect’s journey of understanding as they make a purchase, and how to plug in at the right place to establish your relevance.
Skip Miller joins Jim Blasingame to reveal that there are certain communication skills around how to ask questions the right way that will help you nurture prospects into customers in the way they prefer in The Age of the Customer.