Qualifying Prospects

6 04, 2016

Probing Sales Questions is What Makes a Perfect Sales Pitch

By |2021-01-12T07:52:26+00:00April 6, 2016|Cold Call Script, Cold Calling, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions|

One of the best ways to try to create the perfect sales pitch is to build your pitch around good probing sales questions. This aligns with a key belief that we hold that the best salesperson is the one that asks the best questions. Bad Sales Pitches Don’t Have Good Questions Before we look at [...]

8 03, 2016

Ask Qualifying Questions in Your First Conversation with Sales Prospects

By |2021-01-12T07:57:32+00:00March 8, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology|

One way to decrease the amount of time you waste on bad sales prospects is to get in a habit of asking qualifying questions in your very first conversation with sales prospects. These are questions that determine if the prospect is a fit and has at least a little probability of moving forward with a [...]

6 03, 2016

Why We Often End Up Chasing the Wrong Sales Prospects

By |2021-01-12T07:57:40+00:00March 6, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Process, Sales Prospecting, Sales Tips, Sales Training|

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 [...]

6 03, 2016

Always Consider Opportunity Cost When Prospecting for Sales

By |2021-01-12T07:57:49+00:00March 6, 2016|Cold Calling, Inside Sales, Lead Generation, Qualifying Prospects, Sales Methodology, Sales Prospecting, Sales Tips|

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 opportunity cost? As a refresher [...]

4 03, 2016

Four Qualities to Look for to Qualify a Sales Prospect

By |2021-01-12T07:57:57+00:00March 4, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Process, Sales Prospecting, Sales Questions, Sales Tips|

It is very important to be able to identify when a sales prospect 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 [...]

24 02, 2016

Examples of Open Ended Sales Questions

By |2021-01-12T08:09:38+00:00February 24, 2016|Closing Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Tips|

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 |2021-01-12T08:09:47+00:00February 22, 2016|Cold Call Script, Cold Calling, Finding Prospect Pain, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Prospecting, Sales Questions|

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 |2021-01-12T08:07:47+00:00February 4, 2016|Closing Sales, Qualifying Prospects, Sales Methodology, Sales Tips, Sales Training|

As you try to determine which sales prospect 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 [...]

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 [...]

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 [...]