Something is going to be happening today and I didn’t want you to miss out! It’s our webinar, How To Ask AWESOME Sales Questions and if you haven’t registered, now might be a REALLY good time! The webinar is TODAY at 11:30 am EST and the good news is that I’ll send you the replay (and a PDF with 100 of sales … 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 »
We’ve all been there . . . A good prospect meeting with gusts of great and then . . . A whole lot of nothing! No response to calls, emails and you’re in limbo! What’s an aspiring sales rock star to do? How about changing up some things on the front end to lower the … continue reading »
Many sales reps make two really bad mistakes once the courtship with a prospect transitions into marriage . . . They stop researching the company, their contact, key players etc and . . . they only do a thorough needs analysis once! There are mucho problems with this. 1) You can miss important “triggers” that … continue reading »
Did you ever feel like your appointment was turning into a game of 20 questions and you are like one question away from asking “So is it animal or mineral already dude?” I never really understood the guessing game dynamic that many meetings take on. Our prospects are busier than ever and simply don’t have … continue reading »
What better way to start a blog post on questioning skills than for me to ask you two questions: First, aside from obviously getting information, what are the benefits of asking a better question on our appts? Truth be told, there are lots of great benefits to asking a better question: 1) We can control … 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! Here are several of the mistakes I see sales professionals make. I’ve included several tips on how you can ace your next needs analysis. … continue reading »
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