Category: Asking Questions

New research on deals that close and deals that don’t reveals that deals are closed in the discovery phase and not presentation phase. Wrap your head around that you’ll understand how important asking good questions and listening a lot more than you talk to real sales success.

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?

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?

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.

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

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

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.

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