Most of the challenges we face in sales can be traced back to the questions we asked (or didn’t ask) along the way. Sadly, most reps ask questions mostly for informational purposes instead of; To Gently Gain Control and Guide Their Prospects and Clients Jump-Start Emotions To Create Urgency Establish Rapport and Credibility Create A … continue reading »
If you want to have better relationships with your clients and prospects you need to be having BETTER conversations and; If you want to have BETTER conversations with your clients and prospects; You need to be asking BETTER questions. In this week’s episode of The Sales Playbook Podcast we discuss; What great questions do (And … continue reading »
Think back to those deals you’ve worked on where you were peppered with objections. Now think back to those deals you’ve worked on where you couldn’t get your prospect to “pull the trigger”. Think back to those deals you’ve worked on where the prospect went “MIA”. Think back to the deals that you lost. Then … continue reading »
So here we are at the end of the first month of 2018 already and sadly; A lot of people have gone back to doing what they’ve always done instead of; Embracing the new activities and behaviors necessary to have the year they hoped to. I offered these 5 resources at the beginning of the … continue reading »
There are things that jump out at us in sales and yet, we choose to leave well enough alone. Sometimes we avoid the subject because we don’t want to jeopardize the sale, hurt feelings or who knows, incite a riot but . . . You’re doing your prospect/client a disservice when you avoid the “elephant … continue reading »
There’s nothing better than being busy with lots of projects/orders from a client. Of all the types of “busy”, I’m sure we’d all agree that its the right type of busy but; It usually forces you to ask more “spec” related questions (quantity, size, users, colors, delivery date, etc). While those questions are important for … continue reading »
The Needs Analysis is no doubt, a critical step of the sales process. Execute properly and and you pave the way for a higher probability sale. Execute poorly and you disconnect! Execute poorly on a regular basis and; YOU’RE GOING TO HAVE REALLY SKINNY KIDS! Here are several questioning mistakes to avoid at all cost! 1) Failure … continue reading »
If you’re like most sales people, and you come across a blog post on asking better sales questions; You roll your eyes and you automatically think; “Here’s another repackaging of all those open ended and closed questions I learned when I was a sales padawan” Or maybe you’re thinking . . . “You’re going to tell me to … continue reading »
Registration for our How To ROCK Your Online and Offline Network webinar is about to end and I didn’t want you to miss out on the; 10 email templates and 25+ tips! It all takes place TODAY, January 25th, at 11:30 am EST. Here’s what you’ll discover by joining us; How To Strike Up A Conversation With … continue reading »
Registration for our How To ROCK Your Online and Offline Network webinar is about to end and I didn’t want you to miss out on the 10 email templates and 25+ tips. It all takes place TOMORROW, January 25th, at 11:30 am EST. Here’s what you’ll discover by joining us; How To Strike Up A … continue reading »
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