4 03, 2016

Four Qualities to Look for to Qualify a Sales Prospect

By |2020-03-18T20:40:07+00:00March 4, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Process, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

It is very important to be able to identify when a is qualified and worth spending valuable time with. Having this skill will enable you to determine if a prospect has a low probability of moving forward and if you are able to clearly see that, you will be able to prevent yourself from wasting [...]

24 02, 2016

Examples of Open Ended Sales Questions

By |2020-03-18T20:40:08+00:00February 24, 2016|Closing Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

In this video are some examples of open ended sales questions. Need vs. Want Open Ended Sales Questions It can be easy to end up working on a sales lead or sales opportunity where the prospect is expressing a lot of interest in what you are trying to sell. But does this mean that you [...]

22 02, 2016

How to Make Sure You are Asking Good Probing Questions for Sales

By |2020-03-18T20:40:08+00:00February 22, 2016|Cold Call Script, Cold Calling, Finding Prospect Pain, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Prospecting, Sales Questions|0 Comments

Asking the right probing questions for sales can often be the difference between failure and success. Always keep in mind that the best salesperson is the one that asks the best questions. But how do you know if you are asking the right questions? In this video, we show you a process that will lead [...]

4 02, 2016

How to Know if a Sales Prospect is Likely to Purchase from You

By |2020-03-18T20:40:09+00:00February 4, 2016|Closing Sales, Qualifying Prospects, Sales Methodology, Sales Tips, Sales Training|0 Comments

As you try to determine which to pursue and which ones you should continue to invest time into, it can help to have clarity around which ones are likely to purchase from you. Your time is very valuable and you need to protect it from being wasted on poor quality sales prospects. To improve your [...]

23 01, 2016

One of the Worst Sales Questions to Ask When Prospecting

By |2020-03-18T20:40:10+00:00January 23, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

It is critical to ask 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 why this is [...]

21 01, 2016

It Can be Easy to Not Ask the Right Sales Questions

By |2020-03-18T20:40:10+00:00January 21, 2016|Inside Sales, Qualifying Prospects, Sales Management, Sales Pitch, Sales Questions|0 Comments

Most salespeople do not ask enough or the right . 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 would [...]

20 01, 2016

Examples of Sales Closing Questions

By |2020-03-18T20:40:10+00:00January 20, 2016|Closing Sales, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips, Sales Training|0 Comments

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 [...]

15 01, 2016

Sell More by Screening Good Prospects from Bad

By |2020-03-18T20:40:10+00:00January 15, 2016|Qualifying Prospects, Sales Coaching, Sales Pitch, Sales Process, Sales Prospecting, Sales Questions, Sales Tips, Sales Training|0 Comments

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 [...]

14 12, 2015

Trial Close Prospects in Every Interaction

By |2020-03-18T20:40:11+00:00December 14, 2015|Inside Sales, Qualifying Prospects, Sales Coaching, Sales Methodology, Sales Questions, Sales Tips|0 Comments

If you want to become a better close, you should trial close your prospects in almost every interaction that you have with them. Trial closing is basically performing a test close. You do this by checking in with the prospect and asking questions to see where their head is at and if you are heading [...]

23 08, 2015

How to Train Salespeople to Ask the Right Questions

By |2020-03-18T20:40:12+00:00August 23, 2015|Qualifying Prospects, Sales Prospecting, Sales Tips, Sales Training|0 Comments

It can sometimes seem daunting to train salespeople to ask the right sales prospecting questions. This is understandable because there are so many different directions that a conversation can go. But it does not need to be so difficult and we will provide some structure here that you can apply to your sales training processes. [...]