We recently held a webinar on “How to Always Know the Right Sales Questions to Ask,” and here is a recording of that with the slides available for download. The Best Salesperson is the One that Asks the Best Questions A lot of salespeople spend energy trying to figure out what to say to [...]
One of the best ways to improve your script for setting appointments by phone is to include some pre-qualifying questions at the core of the script. What are Pre-Qualifying Questions? Pre-qualifying questions are questions that determine if there is at least a slight fit on the prospect’s side for what you are trying to [...]
One of the best ways to create the perfect sales pitch is to build it around good probing sales questions. This aligns with our key belief that the best salesperson is the one who asks the best questions. Bad Sales Pitches Don’t Have Good Questions Before we discuss building the perfect sales pitch, let’s examine one of the easiest [...]
One way to decrease the time you waste on bad sales prospects is to get in the habit of asking qualifying questions in your very first conversation with them. These questions determine if the prospect is a fit and has at least a little probability of moving forward with a purchase at some point. Pre-Qualify is What is [...]
One of the biggest things that can hurt your sales is wasting time talking to poor-quality sales prospects. Your time is extremely valuable and every hour spent on a sales prospect that has a low probability of purchasing should be avoided if possible. We Sometimes Try to Sell to Everybody The challenge is that we [...]
Even though prospecting for sales can be difficult, there are some small things that you can do to improve your results. One of those small sales tactics is to always keep in mind the concept of opportunity cost when deciding which prospects to spend your valuable time with. What is the opportunity cost? As a [...]
Being able to qualify a sales prospect is a critical skill for being a successful salesperson. This skill will enable you to determine if a prospect has a low probability of moving forward, and if you can clearly see that, you will be able to prevent yourself from wasting valuable time with bad sales prospects. [...]
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 expresses a lot of interest in what you are trying to sell. But does this mean that you can count on [...]
Asking the right probing questions for sales can often be the difference between failure and success. Always remember that the best salesperson is the one who asks the best questions. But how do you know if you are asking the right questions? In this video, we show you a process for identifying the optimum list of questions [...]
As you try to determine which sales prospects to pursue and which ones you should continue to invest time in, 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 ability [...]