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Questioning Skills

Digging Deep to Find the Gold – The Art of Asking Quality Questions in a Sales Call

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I once read of an expedition to find hidden treasures in the Middle East. Rumour had it that wealth beyond compare had been buried in caves by ancient people who had been trying to escape war-mongering looters. The surveys carried out had revealed there were indeed treasures to be found beneath the surface of the […]

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Does Your Prospect Have Quality Reasons To Meet With You?

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We’ve often asked salespeople why the client or prospect should actually agree to meet with them. Their answers range from ‘Our product is best for them’ to ‘Our solution will solve their problems’. These and other statements may actually be true; however, if the prospect doesn’t see a valid reason for meeting with you, expect […]

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The Ultimate Question That Gives You The Ultimate Answer

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In a book I hold dear in my library, business loyalty guru Fred Reichheld revealed the question most critical to your company’s future: “Would you recommend us to a friend?” Just think about that question for a moment. If you asked all of your clients, they may well say ‘yes’. But what does it actually […]

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Don’t Encourage The Fight-Or-Flight Response

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One of my trainers recently asked a course delegate what his favourite ‘closing’ statement or question was. We often invoke this kind of discussion on our programmes, just to see if anyone is still working from the old mindset of canned scripts or numbed rhetoric. The delegate said he had been taught the one about […]

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A Great Way To Get Information From Prospects

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There’s a saying that sums up where most people’s careers end up, and it goes something like “If you don’t know where you’re going, you’ll end up anywhere”. And it’s also true when you’re having a conversation with a prospect. The amount of information you obtain from them is concurrent with the quality of the […]

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