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Tag Archives: Questioning Skills

A Great Way To Get Information From Prospects

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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 [...]

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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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The One Question Every Buyer Wants Answered

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Over the years. most trainings and development programmes for salespeople have emphasised the importance of effective processes and techniques to be able to ‘sell’ their products and services. Most salespeople want to know how to ‘open the call’ or ‘overcome objections’. The skill development has revolved around how the knowledge and¬†experience can be built so [...]

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10 Questions To Ask Yourself Before A Sales Interaction – Video Blog

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As a sales person, simply knowing the product or service that you are selling inside out is not enough to ensure that you will close every deal. In order to sell successfully you must understand what is going to make your prospects and clients buy, and the only way to find out this information is [...]

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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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