10 Questions ALL Sales People Must Ask Themselves At The End Of The Month

I love the expression “Questions are the answer”. It reminds us all that the quality of the answers we get in life are determined by the quality of the questions we ask. Much of what we experience in life goes over our heads, created by things that are out of our control. What we focus on will get us our…

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Use These 2 Examples To Uncover Prospect Needs

You’ve probably been on courses where you’ve discussed the different types of questions that are available to you. You’ll have heard of open questions and closed questions. You’ll be familiar with probing questions and possibly leading questions, too. But the truth is that this can bog you down into thinking you’ve got to vary your questioning type and it can…

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Ask This Exact Question To Unearth Your Prospect’s Needs

How many times have you presented your products to a prospect and got a flat refusal or, at the very least, an objection? ‘Tell me about it, Sean’ I hear you say. ‘Like….every time I present?’ Yes, it’s one of those almost inevitable things that happen, isn’t it? Most salespeople will say that it’s inevitable because not every prospect will…

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21 Questions That Will Build Instant Rapport

This sales blog is an excerpt of 450 Sales Questions – click here to download your complimentary copy Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening skills, when you first meet with a prospect you need to break the ice. This can be when you first…

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Use These 7 Questions To Present Your Solutions Effectively

One of the keys to being successful at sales is the ability to understand who in the buyer’s organisation needs to be convinced you have the best product or service that will enhance their future business. They won’t buy because you are cheaper than the rest or best value; they’ll buy because you will provide the solutions to take their…

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Here’s 450 Sales Questions That You Can Use

If you want to be great at sales then you have to be great at asking questions. Lots of questions! To help you with this, I’ve gathered a list of the top 450 sales questions that I’ve come across over the years and I’ve put them together in a special report for you.   I’ve tried to cover all situations…

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

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 ground in the caves that…

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Does Your Prospect Have Quality Reasons To Meet With You?

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 objections and stalls. It’s not…

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The Ultimate Question That Gives You The Ultimate Answer

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 mean? Firstly, ‘recommend’. When you…

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Don’t Encourage The Fight-Or-Flight Response

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 asking the ‘trapped’ question, where…

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