Call Us Today 0800 849 6732

Tag Archives: Quality questions

Does Your Prospect Have Quality Reasons To Meet With You?

Posted on Have Your Say: Leave a comment?

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 […]

Posted in Questioning Skills | Tagged , , , | Leave a comment

The Ultimate Question That Gives You The Ultimate Answer

Posted on Have Your Say: Leave a comment?

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 […]

Posted in Questioning Skills | Tagged , , , | Leave a comment

Asking Tough Questions Gets You The Business

Posted on Have Your Say: Leave a comment?

I get a real kick out of getting new business. Call it an ego thing, or whatever you like, but when a customer signs on the line that is dotted, it makes me feel good about myself, my company, my colleagues and my services. About a month ago, a prospect emailed me to say that […]

Posted in Presell & Positioning | Tagged , , , | Leave a comment

The Best Type Of Question That Gets Quick Answers

Posted on Have Your Say: Leave a comment?

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 […]

Posted in Questioning Skills | Tagged , , , | Leave a comment

Shift Your Buyer’s Focus With Quality Questions

Posted on Have Your Say: Leave a comment?

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 […]

Posted in Questioning Skills | Tagged , , , , , | 1 Comment