Qualifying Prospects

23 01, 2016

One of the Worst Sales Questions to Ask When Prospecting

By |2019-03-20T04:51:27+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 |2019-03-20T04:51:27+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 |2019-06-14T09:37:22+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 |2019-07-08T13:28:11+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 |2019-07-08T13:22:27+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 |2019-06-16T03:34:29+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. [...]

21 08, 2015

Know Your Buyer Persona to Improve Your Sales Messaging

By |2019-06-29T10:11:54+00:00August 21, 2015|Lead Generation, Qualifying Prospects, Sales Pitch, Sales Prospecting|0 Comments

If you really want to have effective sales messaging, you might want to start thinking about what your buyer persona looks like. If you don’t take this step or put thought in this area, you can fall into the trap of saying the same talk tracks to all the prospects you interact with. Why this [...]

24 12, 2014

The Best Sales Person Asks the Best Questions

By |2019-07-03T12:57:12+00:00December 24, 2014|Inside Sales, Qualifying Prospects, Sales Methodology, Sales Prospecting, Sales Questions, Sales Scripts, Sales Tips, Sales Training|0 Comments

If you are in sales, you might find yourself chasing a desire to be a better sales person. You may be new to sales and just trying to figure out what to do. Or you may be a seasoned rep and you are always looking for ways to get to the next level. Or you [...]

11 11, 2014

10 Powerful Sales Questions

By |2019-07-03T12:25:57+00:00November 11, 2014|Finding Prospect Pain, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

Here are ten sales questions that will could immediately improve your sales results. These simple questions can help you to extract key details and that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close. 1. Why are you looking to make a change? If you [...]

27 01, 2014

Key Component to a Good Cold Call Script

By |2019-07-02T10:45:45+00:00January 27, 2014|Cold Call Script, Cold Calling, Qualifying Prospects, Sales Pitch, Sales Prospecting|0 Comments

Having a good cold call script can sometimes be the difference when trying to get a prospect to open up. And there is one component that we can easily leave out and that is pre-qualifying questions. What are pre-qualifying questions? Pre-qualifying questions are questions that help to determine how well the prospect fits with what [...]