Category: Asking Questions

The-Shortest-Sales-Question-Youll-Ever-Ask-featuredimage

24

Jul2018
You can’t argue your way to sales success. Instead of “handling” objections, try this idea from Art Sobczak. You’ll get more information and a better understanding of what the prospect really means. And you’ll seem less defensive and more professional. Not bad for two minutes, eh?
July 24, 2018Chris Lytle
This-Idea-Netted-One-Rep-a-$15K-Order-featuredimage

09

Jul2018
Here’s a story about a rep who read a $7.97 sales book and closed a nice order by asking one question he learned about. Can you get yourself to ask it? Can you get your sales reps to ask it 20 times?
July 9, 2018Chris Lytle
Ask-This-Question-and-Close-More-Sales-featuredimage

11

Jun2018
You have to keep sales open long enough to get them closed. This question will help you advance any sale to the point where closing is appropriate. Make sure your salespeople have memorized it and are using it.
June 11, 2018Chris Lytle
Get-Your-Customers-Talking-With-Three-Level-Questions-featuredimage

14

May2018
Open-ended questions are good. Three-level questions are better. I tell a story about a real salesperson who asked one three-level question and got an additional $8000 budget for a client’s grand opening event. All you have to do is ask the right way. Find out what the right way is ... Read More
May 14, 2018Chris Lytle
Use-Embedded-Questions-to-Have-Deeper-Sales-Conversations-featuredimage

07

May2018
Sometimes a customer needs analysis feels more like an interrogation than a conversation. Using more “embedded questions” can change that dynamic and make for a much smoother meeting. I’m wondering whether or not you’re using some embedded questions already. In any event, getting you to use more of them is ... Read More
May 7, 2018Chris Lytle
Tell-Less-and-Sell-More-featuredimage

09

Apr2018

Tell Less and Sell More

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The more product knowledge you have, the more inclined you will be to share it. But telling isn’t selling. Avoid the temptation to spew. Ask this question instead. What question? The one you’ll learn in this week’s knowledge bite at the 1:04 marker. Send the MP3 to your sales team ... Read More
April 9, 2018Chris Lytle
Start-Asking-This-Question-Now-featuredimage

02

Apr2018
This future-oriented question can get the prospect or customer to reveal key business objectives to you. Then, all you have to do is figure out how to help them achieve those objectives with the what you sell.
April 2, 2018Chris Lytle
Boldly-Asking-The-Budget-Question-featuredimage

31

Jul2017
Too many salespeople have “money weakness.” They hesitate to ask about budgets. They write proposals without having discussed money first. They surprise their prospects with pricing that creates “sticker shock.” They flounder. If any of this sounds familiar, download this Instant Sales Training audio now. And get it out to ... Read More
July 31, 2017Chris Lytle
Your-Customers-Will-Tell-You-How-to-Sell-Them-featuredimage

26

Jun2017
It’s not a “good meeting” unless the customer thinks it’s a good meeting. Discover the one question to ask to ensure you and your salespeople have a lot more “good meetings.”
June 26, 2017Chris Lytle
Essential-Questions-to-Ask-Now-featuredimage

24

Apr2017
Ask good questions is the answer to many sales problems. And James K Ryan’s book, “Wait, What? And Life’s Other Essential Questions” offers five outstanding questions to add to your repertoire. The book is based on his 2016 commencement address at the Harvard School of Education. It’s worth playing in ... Read More
April 24, 2017Chris Lytle