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.
Category: Asking Questions
January 14, 2019Chris Lytle
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
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
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
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 ...
May 14, 2018Chris Lytle
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 ...
May 7, 2018Chris Lytle
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 ...
April 9, 2018Chris Lytle
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
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 ...
July 31, 2017Chris Lytle
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