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. [...]
We had a very productive sales training webinar this week. 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 This sales training webinar focuses on the key principle that your time is extremely valuable. You only have so [...]
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 [...]
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 [...]
Here are ten sales questions that could immediately improve your sales results. These simple questions can help you to extract key details 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 are [...]
When working on qualifying sales during cold calls, lightly qualify first because we’re simply attempting to determine if it makes sense for everybody to keep investing their time in the conversation. Some examples of what to look at when asking light qualifying questions are general questions that identify if things are great, ok, or have [...]
It can be the difference between failure and success depending on the sales call questions that you ask. Initially, break down the first two different sales process stages to help in outlining what questions you should ask. The first conversation is the initial stage. Setting an appointment is the second stage. There are different questions [...]
Having the ability to effectively collect information from prospects is one of the keys for how to increase company sales. The optimal way to extract more information is by asking open-ended sales questions. Looking at Closed-Ended Questions First Before discussing how to incorporate good open-ended questions, let’s discuss closed-ended questions. Questions that can be [...]
Incorporating good sales questions is one of the best ways to improve your sales results. The following are five questions that can reveal valuable information. 1. Why have you made the choice to meet with us? Being salespeople, we always know the reason we want to meet with qualified prospects which is we want [...]
Adding qualifying questions to assist with qualifying the prospect is one simple thing that can be done to make your sales script more powerful. What’s Qualifying? The act of attempting to figure out if the prospect is a good fit for what you have to offer, as well as the probability of them moving [...]