Hal Becker writes about sales leadership for the Cleveland Jewish News. He is a nationally known speaker on sales and customer service. He is the author of numerous business books including two national best sellers “Can I Have 5 Minutes Of Your Time?” and “Lip Service.” Hal’s newest book on sales is titled “Ultimate Sales Book” He can be reached at Halbecker.com.

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I believe that selling is 95% asking questions, listening and finding out the customer’s needs and wants – not what you think they are – or by just talking product knowledge and dumping information.

I once had a reporter from CBS call me who wanted some background stories or ideas of companies that went beyond the normal customer service experience that we are used to. She then said, “Hal, don’t give me the usual examples, I would like something that is newer or fresher.”

Remember when we used to use maps on a driving trip? OK, for anyone under 25, yes we did this, and we did not have to go in a covered wagon! To get to your desired destination, you either went to AAA and got a map, bought one at a gas station or, in the modern times, you went to Mapquest to …

The year was 1993 and I decided to attend my first National Speakers Association conference since I was already being paid as a professional speaker for seven years or so. At this point in my life, I wanted to take my skills to a higher level and really start to challenge myself. I never kne…

I don’t ever recall going to a sales training seminar or a class that teaches you how to write a proposal with true common sense. I am sure there are courses out there somewhere that cover this subject matter. And I am not just speaking about the grammar or punctuation, or even sentence stru…