I'll share one of my secrets for asking any tough question, push back with confidence any time, challenge the CEO of any company, or even ask why your prospect wouldn't just make the easy decision and go with either the market leading competitor or incumbent. Ready? Simply keep your pipeline stuffed - busting at the seams - no place to put the next opportunity. When you have enough opportunities in the pipeline you can say, ask or do anything - no worries. And that's what it takes to differentiate yourself from everyone else. But when today's opportunity is THE opportunity you'll be afraid to say "boo" without worrying that you'll mess up and lose the opportunity.
Speaking of selling fearlessly, check out Robert Terson's new book, Selling Fearlessly, and his web site and blog. The book is one of the few sales books I have read AND liked. I'm sure that you will like it too!
You may remember me writing about Top Sales World last year. Well, they have continued their pursuit of being the Top Sales Portal on the planet and just last week added the Top Sales World Magazine! I contributed one of the articles - a rebuttal to why some morons are proclaiming that consultative selling is or will be dead. The magazine can be downloaded for free by visiting the site and clicking Download Magazine. You'll have to register at the site before you can download the premier issue. Full Disclosure - Objective Management Group, and my Kurlan & Associates are both sponsors and I am one of their resident experts.
Another one of Top Sales World's Sponsors, Sold Lab, has launched their sales magazine too. Their 5th Issue - July - is available on their site now. I have contributed articles to their site and you can read them here.