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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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A Great Way To Get Information From Prospects

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 questions you ask. When we…

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The Best Type Of Question That Gets Quick Answers

What makes a great salesperson? Product knowledge? Great organisation and timekeeping? The ability to prospect effectively? All these are, of course, vital in the armoury of the salesperson who wants to make a success of their profession. But there’s one skill that I believe puts a salesperson head and shoulders above their competition, especially when they are actually face to…

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Questions That Get You Quality Answers

One of the best qualities that we can develop in sales is the skill of asking questions. Being able to obtain information from prospects is a pre-requisite to providing answers and services to them. When we ask salespeople what type of questions they ask of their prospects, they often reply with ‘open’ and ‘closed’ questions. These are the basic questions…

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How To Deal With A Fixed Budget

Many times, your prospect will state that the budget they are working to is fixed, cannot be moved and must not be exceeded. They have a firm figure in mind and you would be asked politely to leave the office if you go beyond the stated figures. I’m sure you’ve been in this situation, and I’m sure you’ll experience it…

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How To Find Out Valuable Information About Your Prospects – Video Blog

When you first meet with a prospect, how much information do you normally get out of them? If we’re being truthful, you normally don’t get enough information about them to really understand their wants and needs and this can make the process of selling to them a lot harder. Watch this short video to find out what questions you should…

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How Your Sat-Nav System Could Help You Sell More

Let’s say you’re going to visit a new prospect. You have all the details you need and you’ve prepared for the visit. The only thing you need to do now is get to their office or place of work to start the process. Many will use their satellite navigation system to get there, especially if they’ve never visited before. What…

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