Questioning Skills

The 2500-Year-Old Questioning Technique That Works With Modern Day Buyers

Imagine you’re walking around the shops and an elderly man approaches you, asking you some questions. You try to ignore him, but his questions are powerful and engaging. He makes you think a lot and you find yourself drawn into the conversation which very quickly brings out how you see a current situation. Although he never really takes a position,…

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Use This 3 Step Process To Start Asking The Right Sales Questions

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. You need to unearth the pain, the desire and the motivations that will get your prospect to take action. Now in an ideal world your prospect will answer your questions EXACTLY the way that you want them to so…

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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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