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Tag Archives: Asking quality questions

The Best Type Of Question That Gets Quick Answers

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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 […]

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Improve Your Chances With Better Qualification Questions

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One of the most frequent questions we get asked on our sales courses is concerning the qualification stage of the sale. Many salespeople want to have a suite of questions that will get the client to open up and give them all the information they need. Some of these questions are pretty lame, at best. […]

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Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

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If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. It is very common for even some of the most experienced sales people to under qualify or incorrectly qualify DMs […]

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Shift Your Buyer’s Focus With Quality Questions

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We have spoken at length of value-based propositions, and we have discussed how buyers who understand the complexity of their needs are more open to value-added solutions. The question is, how do we get buyers to understand that their needs are more improtant than price, so they are willing to pay more for a better […]

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10 Cage-Rattling Questions to Ask Yourself in Your Sales Career

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Seldom do salespeople give themselves the opportunity to reflect on where they are in their career or where they are heading. They are either too involved in the nitty-gritty, everyday operational view of their jobs and accounts, or they don’t think it an important-enough issue to consider it for a long time. Or, as I […]

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