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Guest post by Shelley F. Hall, Principal of Catalytic Management, LLC.

Selling is a complicated skill and sales managers are always trying to find the key skills to focus on when managing their teams for success.  Every aspect of your particular selling process is important and weakness in one area will naturally reduce your closing percentage.  But the most important step in the selling process is discovery questioning.  Many call this the needs analysis step but just determining the need is not enough. 

Over the weekend, my parents drove up from New Jersey to visit. I decided to take them to a number of attractions and areas throughout Boston. One stop in particular that I enjoy is the Sam Adams Brewery Tour. The short story is that we didn't get on the tour, but there is a little bit more too it.