Monthly Archives: January 2016

30 01, 2016

Including Sales Role-Play in New Sales Hire Onboarding

By |2022-09-30T14:20:24+00:00January 30, 2016|Inside Sales, Sales Methodology, Sales Prospecting, Sales Training|

One of the most important elements to include in a new sales hire onboarding process is a step for sales role-play. This would include some form of practicing sales scenarios before a sales hire is put into action. Decrease the Amount of Learning Through Trial-and-Error There is no way to teach a new sales hire [...]

23 01, 2016

One of the Worst Sales Questions to Ask When Prospecting

By |2021-01-12T08:04:12+00:00January 23, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Tips|

It is critical to ask sales questions when you are out there selling. But the difference between being a good salesperson and one that is consistently over achieving is asking the RIGHT questions. Let’s take a look at one of the common sales prospecting questions that many salespeople think is good and we will show you [...]

21 01, 2016

It Can be Easy to Not Ask the Right Sales Questions

By |2021-01-12T08:04:29+00:00January 21, 2016|Inside Sales, Qualifying Prospects, Sales Management, Sales Pitch, Sales Questions|

Most salespeople do not ask enough or the right sales questions. While this is not good and can be having a negative impact on sales results, it is actually very understandable for few reasons. Companies Don’t Train Salespeople to Ask the Right Sales Questions If you looked at most new hire sales training programs, you [...]

20 01, 2016

Examples of Sales Closing Questions

By |2021-01-12T08:04:36+00:00January 20, 2016|Closing Sales, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips, Sales Training|

In a previous blog post we discussed how to use soft closing questions. There are also times when you will want to be more direct and hard close a sales prospect. Here are some examples of hard closing questions and some explanation with each closing question. Are you ready to move forward to the next [...]

19 01, 2016

How to Use Soft Tactics When Closing the Sales

By |2021-01-12T08:04:45+00:00January 19, 2016|Closing Sales, Sales Coaching, Sales Prospecting, Sales Questions, Sales Tips|

One of the things salespeople or business owners care most about is closing the sales. With that, everybody is looking for ways to become a better closer. In this video, we talk about some soft closing tactics that, when you do everything else right, can be more effective that trying the traditional hard close. What [...]

15 01, 2016

Sell More by Screening Good Prospects from Bad

By |2021-01-12T08:05:03+00:00January 15, 2016|Qualifying Prospects, Sales Coaching, Sales Pitch, Sales Process, Sales Prospecting, Sales Questions, Sales Tips, Sales Training|

We had a very productive sales training webinar this week and here is the recording and slides. The topic was “Sell More by Screening Good Prospects from Bad.”   Your Time is Valuable and Must Be Protected In this sales training webinar, we focus on the key principle that you time is extremely valuable. You [...]