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Tag Archives: Questioning Skills

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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How Your Sat-Nav System Could Help You Sell More

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Let’s say you’re going to visit a new prospect. You have all the details you need and you’ve prepared for the visit. The only thing you need to do now is get to their office or place of work to start the process. Many will use their satellite navigation system to get there, especially if […]

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Sales Tales: How Stories Can Increase Your Sales Success

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‘Let me tell you a story…” I remember my mum using those words many times, and it used to grab my attention as I was whisked away into far-off lands, awed by mythical creatures and fairy-tale events. I was hooked on those stories, as they helped to generate ideas for play and increased my creative […]

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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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3 Quick Important Trade Show Tips

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After a recent visit to a trade show, I felt I had to point out a few of quick thoughts that we all need to keep in mind. I am going to make this short and sweet and not going to give you too much, because that is the problem—TOO MUCH! #1 – Too Much […]

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