The tactic for today is to sell like a detective when working in B2B sales. Which probably does not make sense because when you think of a detective, you probably don’t think of selling being something that a detective does. A detective will typically start with a description of a person who committed a crime. [...]
Whatever you do, do not ask this sales question: What does a typical day for you look like? And you might read that question and think you would never ask that question anyway. What I want to talk about here is more the type of question, and here are three additional examples that could be [...]
In this video, we discuss how to perform a sales discovery meeting. What is sales discovery? Before we jump into how to perform a sales discovery meeting, let’s take a step back and just clarify what sales discovery is. This is basically a meeting where the salesperson will ask the prospect a series of [...]
You hear salespeople and sales managers use the term consultative sales. But the reality is that the majority of people who talk about this are not performing consultative selling at all. To demonstrate this, in this video, we outline what is not consultative sales. In this video, we list out what sales reps often and [...]
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 [...]
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 [...]
One of the things salespeople or business owners care most about is closing the sales. With that, everybody is looking for ways to become a better closer. In this video, we talk about some soft closing tactics that, when you do everything else right, can be more effective than trying the traditional hard close. [...]
If you want to become a better closer, you should trial close your prospects in almost every interaction with them. Trial closing is performing a test close. You do this by checking in with the prospect and asking questions to see where their head is and if you are heading in the right direction. Here [...]
Here are ten sales questions that could immediately improve your sales results. These simple questions can help you extract key details to better qualify prospects, leading to a healthier pipeline of easier-to-close deals. 1. Why are you looking to make a change? If you are talking to a prospect interested in purchasing your products [...]
Here are four categories of sales questions you can ask to help you with figuring out how to qualify a prospect. TLDR The key for how to qualify a sales prospect is asking good questions. We provide four categories of questions to help with this. Need to purchase questions: determine if the prospect needs [...]