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Tag Archives: improving questioning skills

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

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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 […]

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Questions That Get You Quality Answers

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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. […]

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

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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 […]

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

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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 […]

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Beyond Questioning and Listening – How To Build Partnerships

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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 […]

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