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Sales Questions

7 01, 2024

Whatever You Do, Do Not Ask This Sales Question

By |2024-01-07T10:15:03+00:00January 7, 2024|Sales Pitch, Sales Questions, Sales Scripts|Comments Off on Whatever You Do, Do Not Ask This Sales Question

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 [...]

27 12, 2021

How to Perform a Sales Discovery Meeting

By |2023-10-27T05:46:57+00:00December 27, 2021|Sales Prospecting, Sales Questions|Comments Off on How to Perform a Sales Discovery Meeting

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 [...]

21 10, 2020

Getting Around the Gatekeeper – Treat Like The Prospect

By |2023-10-27T06:11:07+00:00October 21, 2020|Cold Call Script, Cold Calling, Inside Sales, Sales Objection Handling, Sales Pitch, Sales Questions, Sales Scripts|Comments Off on Getting Around the Gatekeeper – Treat Like The Prospect

If it does not look like the gatekeeper is going to let you through, try getting around the gatekeeper by treating the gatekeeper like the target prospect. There are two different ways to do this. First, if the gatekeeper does not understand who you are, who you should talk to, or why the target prospect [...]

2 03, 2020

How to Screen and Qualify Sales Prospects

By |2023-10-24T05:50:49+00:00March 2, 2020|Qualifying Prospects, Sales Questions, Sales Tips, Sales Training, The SMART Sales System Training Program, Training Videos|Comments Off on How to Screen and Qualify Sales Prospects

In this training video, we talk about how to screen and qualify sales prospects in order to separate good prospects from bad prospects. This is extremely important because your time is one of your most valuable assets and in order to maximize sales, you need to protect that time by maximizing time spent with good [...]

19 05, 2018

Mastering B2B Calling: An Outbound Cold Call Example and Strategies

By |2023-10-25T11:29:02+00:00May 19, 2018|Cold Call Script, Cold Calling, Cold Calling Examples, Inside Sales, Sales Pitch, Sales Prospecting, Sales Questions, Sales Script Examples, Sales Scripts, Sales Tips, Sales Training|0 Comments

We regularly how cold call demo webinars and we try to share some of the calls and this is an outbound B2B cold call from a recent event. What Went Well On this call, you hear an outbound b2b cold call where I try to confirm availability right at the beginning of the call by [...]

5 01, 2018

Here Are the Best Qualifying Questions for Sales

By |2023-12-02T02:49:42+00:00January 5, 2018|Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

In this video, we provide some qualifying questions for sales. One thing we do to try to make it easier to figure out what qualifying questions to ask is to break them down into four categories.   Need to Purchase One thing to try to identify when talking with a prospect is whether they “need” [...]

19 10, 2017

How to Always Know the Right Sales Questions to Ask

By |2023-12-02T02:38:52+00:00October 19, 2017|Closing Sales, Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Process, Sales Prospecting, Sales Questions|0 Comments

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 [...]

27 10, 2016

Mastering Consultative Sales: A Definitive Guide

By |2023-12-01T02:55:22+00:00October 27, 2016|Sales Consulting, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Tips, Sales Training|0 Comments

You hear salespeople and sales managers throw around the word 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 [...]

25 07, 2016

Best Sales Tips: Going Beyond Pre-Qualifying Questions

By |2023-12-03T12:08:50+00:00July 25, 2016|Cold Call Script, Cold Calling, Inside Sales, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Tips, Telemarketing, Telesales|0 Comments

Number 4 on our list of the 10 best sales tips is to always have a list of pre-qualifying questions to ask.   What are Pre-Qualifying Questions? In order for us to explain this tip from our list of the best sales tips, we need to start by clearly stating what we mean by pre-qualifying [...]

25 06, 2016

Ask Questions in Your Script for Setting Appointments by Phone

By |2023-12-03T06:25:24+00:00June 25, 2016|Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Scripts|0 Comments

One of the best ways to improve your script for setting appointments by phone is to put at the core of the script some pre-qualifying questions.   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 [...]

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