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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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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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The Concept Of Inquiry: How To Get A Balanced View Of The Prospect’s Needs

Many of our programmes have exercises and activities that bring the best out of salespeople. This is especially true when we run activities around the conversational quality of questioning techniques. Naturally, we as humans are inquisitive and want to find out information. Improving our questioning skills is one of the ways that we find information that will help us progress…

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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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Beyond Questioning and Listening – How To Build Partnerships

Many salespeople tell me that the greatest skill they can develop is that of excellent communications. And I would agree. Unless you are excelling at this most vital of skills, you risk missing many opportunities that exist out there. However, most salespeople we train overestimate the quality of their communication skills, some by a vast amount. If I were to…

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