Not every buyer will arrive with a commitment to make a purchase. That’s why it's important to gauge what stage they're in and tailor your conversation to meet them where they are.

Phase 1: Problem Elicitation The strategy is to identify the problem behind the problem. Here are some questions that you can use to elicit the root issue: “How is that a problem for you?” ...

How to Identify a Problem Vendor Selecting a vendor, just like selecting an employee or business partner, can be tricky. The success or failure of a key part of your business may hinge on the ...

Identifying potential problems with IT projects — problems simmering below the surface of your pristine project plan — may seem impossible.

A homeowner discovered an unpleasant surprise when he decided to remove a platform tub and replace it with a modern giant vessel tub. This black vent pipe needs to be relocated. (Tim Carter/TNS) ...