Balto Blog
Soft Selling in Hard World – Using Effective Probing Questions to Improve Sales Conversations
Soft Selling in a Hard World: Plain Talk on the Art of Persuasion by Jerry Vass is one of the more popular books among the salespeople here at Balto. Of its many draws, the most significant is it’s simple approach to selling through intentional, step-by-step, customer-focused questions, predicated on the idea that buyers frame sales decisions around a basic sales question – “what’s in it for me?”
