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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 overachieving 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 [...]
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 a few reasons. Companies Don’t Train Salespeople to Ask the Right Sales Questions If you looked at most new hire sales training programs, [...]
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 explanations for each closing question. Are you ready to move forward to the next [...]
We had a very productive sales training webinar this week and here are 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 your time is extremely valuable. You [...]
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 [...]
One of the best ways to become a better closer is to ask the right qualifying questions when meeting with prospects. These are questions that screen the prospect to see how good of a fit your product is and how likely the prospect is to move forward with the purchase. Here is a short video [...]
I had a salesperson trying to sell to me today and when she could not close me, she tried to figure out if I was the decision maker. For some reason, the way she tried to figure this out did not feel great to me as the prospect so I thought it might be good [...]
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. [...]
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 into this area, you can fall into the trap of saying the same talk tracks to all the prospects you interact with. Why this [...]
If you are in sales, you might find yourself chasing a desire to be a better salesperson. 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 may [...]