Smart Calling

APRIL 1, 2024

That prospect is so dumb. That itself is dumb. So, to ensure that, we reverse-engineer the benefit to create the questions. “For what types of travel do you use your luggage?” “How We have a great product and he just doesn’t get it.” Ever heard or said that before? It’s not his job to “get it.”

Benefit 52

Benefit Workbooks Engineering Travel 52

The Center for Sales Strategy

AUGUST 13, 2021

We’re talking about those nuggets of “wisdom” that sounded smart at the time but wound up being really dumb. It’s one of our favorite ice-breaker questions since the answer often reveals a lot about the person, with a bonus. But what about the bad stuff—specifically, bad career advice? what not to do.

Networking 118

Networking Follow-up Motivation 118

John Barrows

JANUARY 2, 2019

I used to roll my eyes at the question “where do you want to be in 5 years” but now I think it’s a pretty important question for all of us to answer. Be SMART and DUMB with your goals. I recently read this article on being SMART and DUMB with your goals. Set SMART and DUMB goals to achieve greatness and stay focused.

Quota 108

Quota Conference Travel Motivation 108

Jeffrey Gitomer

APRIL 21, 2011

Here Are The Dumbest Questions Salespeople Ask — And Why They’re Dumb. Tweet Share Sales Truth: Salespeople become known by the questions they ask. Knowing this truth, you’d think all salespeople would ask smart questions. This is THE question that breeds the most lies. Hire Jeffrey. Who is Jeffrey?

Hiring 335

Hiring Social Media Loyalty Commission 335

The Sales Hunter

MAY 22, 2012

If you’re wondering if sales negotiating strategies mimic Wall Street, let me share with you this phrase often spoken regarding stock trades: Dumb money trades in the morning; smart money trades in the afternoon. ” Ask questions early in the process regarding time and then ask more questions to verify what you’ve heard.

Negotiation 155

Negotiation Strategy Positioning Motivation 155

Mobile Locker

JANUARY 22, 2020

You start babbling and asking dumb questions. It’s the bad dream that keeps salespeople from falling asleep. You finally get a meeting with the perfect prospect. You show up… Late. You can’t find your presentation. You have no wifi connection. You leave in shame, without a signed contract. Every rep has made sales blunders.

Meeting 70

Meeting Sales Prospecting Sales Enablement 70

No More Cold Calling

AUGUST 14, 2019

I added a question on the last round: “Would you be willing to offer a referral to this client?”. To this day, I have no idea where the question came from, but that survey was the genesis of my business. The average response to my question was 6.5. I asked specific questions about referrals. But I had to ask.).

Referrals 291

Referrals Cold Calling Survey Scale 291

Understanding the Sales Force

JULY 1, 2014

For years I have been instructing salespeople to ask this powerful, game-changing question. Instead of handling an objection, instead of saying OK, instead of following up, instead of explaining your position, instead of doing nearly anything else, I have asked salespeople to write down, commit to memory, practice and use this one question.

Decision Maker 228

Decision Maker Follow-up Positioning Up-Sell 228

Partners in Excellence

DECEMBER 12, 2023

Ask Insightful Questions: Engage with Open-ended Questions: Ask questions that allow him to share his expertise and experiences, such as “What challenges do you see in achieving operational excellence in today’s market?” ” Every time, I get a dumbed down version of Cliff Notes. I’ll stop here.

Analysis 101

Analysis Study Education Sports 101

The Sales Hunter

JANUARY 23, 2015

Smart people make dumb leaders and here’s why… Smart people think they know it all, so what they would rather do is manage. Smart people don’t feel they need to ask questions, and on the surface they don’t, because they know […]. You read the title right. Sorry, but managing isn’t anything close to leading.

Selling Skills 100

Selling Skills Sales Leadership Closing Leads 100

Understanding the Sales Force

JULY 8, 2013

The question is why? Consultative selling requires that salespeople ask an awful lot of questions. Good, tough, timely questions. They might even know the answers to some of the questions they need to ask. Some salespeople worry that by asking all of these questions they will appear dumb.

Consultative Selling 259

Consultative Selling Margin Sports Sales Methodology 259

Partners in Excellence

MARCH 1, 2023

Some were just plain dumb. You had to be very thoughtful about the questions you posed. If you didn’t pose very thoughtful questions, you were likely to get huge responses that were meaningless. It could suggest, all sorts of different solutions to manufacturing problems. And some were just plain incorrect.

Analysis 88

Analysis Fashion Microsoft Face-to-face 88

Hubspot Sales

MAY 9, 2018

You want to affirm that your prospect understands what you’re saying, so you ask the question and mean it. If a sales rep is good at communicating she doesn’t need to ask the question. In addition, the phrase sounds like you’re questioning the prospect’s ability to understand what you say or appreciate the content.

Decision Maker 111

Decision Maker Call-back Follow-up Up-Sell 111

Smart Calling

JULY 11, 2019

Perhaps you’ve heard the old saying, “There’s no such thing as a dumb question.” There are actually stupid questions that you should avoid. These are the ones that actually cause people to resent and resist the questioner. ” That’s not true in sales. Listen Here.

How To 53

How To Sales 53

Score More Sales

APRIL 4, 2014

If you had the chance to watch Columbo at any point over the past 35 years, you’d see the parallel to being a seller who asks interesting and powerful questions. Believe me, if you have never watched before and just click on to one show, the first minutes might seem so old, and dumb – but watch on.

Inside Sales 212

Inside Sales Conversion Twitter Google 212

SBI

MAY 14, 2013

Almost a year to the date, I posted a blog called Dumbing it Down: 5 Secrets for Getting Smart People to Buy. You are indeed, if you haven’t considered these four reasons why dumbing it down is the smartest way to sell to buyers. You don’t need to dumb it down because of a buyer’s lack of intelligence.

Analysis 137

Analysis Energy Buyer Lead Generation 137

Go for No!

JANUARY 15, 2020

Before you answer that… Here’s another great question from the book Mindset by well known psychologist, Carol Dweck: Is Success About Learning… or… About Proving that You are Smart? Will I look smart or dumb? ” Which one are you? Will I succeed or fail? Will I be accepted or rejected?

Study 125

Study 125

The Sales Hunter

JUNE 13, 2013

Now that begs the question, “Which came first? Unless you are in an industry where there is zero chance of getting a new prospect, the best thing to do with a dumb customer is to walk away. I hate to say it, but there are more than a few customers who are talking about salespeople and saying how stupid they are.

Customer 218

Customer Education Motivation Prospecting 218

Bernadette McClelland

MARCH 16, 2017

Many of us have also heard the phrase ‘once you’ve seen it, you can’t un-see it’ perfectly portrayed in this optical illusion that went crazy on the internet begging the question as to how can her legs be so shiny or, once using peripheral vision, realising they, in fact, have been painted. You now can’t un-see it!

Hiring 236

Hiring Case Study Sales Leadership Face-to-face 236

Partners in Excellence

FEBRUARY 2, 2023

But in many ways it dumbed me down. We accept them because we have lost our ability to think about them, assess them, question them. Or maybe we gave the right answer but to the wrong question? I didn’t have to understand how I got answers. The HP-35 just gave me the answers. It always gave me the answers. Damn you HP-35!

Face-to-face 62

Face-to-face Tools Objections Course 62

Xvoyant

JANUARY 24, 2019

I used to roll my eyes at the question “where do you want to be in 5 years” but now I think it’s a pretty important question for all of us to answer. Be SMART and DUMB with your goals. I recently read this article on being SMART and DUMB with your goals. Set SMART and DUMB goals to achieve greatness and stay focused.

Quota 48

Quota Conference Travel Motivation 48

Xvoyant

JANUARY 24, 2019

I used to roll my eyes at the question “where do you want to be in 5 years” but now I think it’s a pretty important question for all of us to answer. Be SMART and DUMB with your goals. I recently read this article on being SMART and DUMB with your goals. Set SMART and DUMB goals to achieve greatness and stay focused.

Quota 48

Quota Conference Travel Motivation 48

Hubspot Sales

JUNE 21, 2023

Don’t tell them they made a mistake — instead, focus on the future and pose a few quick qualifying questions. This way, if you discover that the company could, in fact, benefit from your product or service, you can re-engage the decision-maker without making them feel dumb. Can you just send me some information?”

Buyer 103

Buyer Decision Maker Vendor How To 103

No More Cold Calling

JULY 14, 2016

Instead of focusing on and reinforcing initial disinterest in a new subject, they learn to ask themselves “curious questions” about it and follow those questions up with actions. . These questions pique my curiosity. Great learners retain this childhood drive, or regain it through another application of self-talk.

Referrals 120

Referrals Cold Calling Face-to-face Call-back 120

No More Cold Calling

OCTOBER 22, 2015

Just consider this real-life example I received after downloading a whitepaper from a corporate site: Hi Joanne, I know that No More Cold Calling has shown interest in (Dumb Company) in the past, but did not end up implementing our solution. It’s 14 Yes/No questions and should take less than four minutes to complete. No pitching.

Cold Calling 120

Cold Calling Decision Maker Referrals Wireless 120

Gong.io

MARCH 27, 2019

They have a standard list of questions. This chart illustrates that: You can see that AVERAGE reps ask all their questions at the beginning of the call. It’s as if they’re completing a to-do list of questions before launching into their pitch. The top performers spread their questions evenly across the discovery call.

Call-back 111

Call-back Face-to-face Buyer Follow-up 111

No More Cold Calling

JULY 1, 2018

Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge. There’s a lot of great sales technology out there, and it would be dumb for sales reps not to use it. Here’s what you might have missed last month from No More Cold Calling. Wondering how to get leads?

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

Grant Cardone

SEPTEMBER 4, 2020

The question is who will you be? The question is will you get crazy and take dumb advice like, “soften your message,” “now is not the time to promote,” “back off right now and give it some time,” “wait until after the election, or the vaccine or the economy or….” —whatever.” There will always be another situation.

Real Estate 126

Real Estate Pivotal Face-to-face Sales Qualified Lead 126

The Shameless Sales Blog

JANUARY 11, 2012

Questions asked the right way, lead you closer to the sale. Questions asked the right way, uncover opportunity. Questions asked the right way, create a bond between you and the prospect based on a belief that you can help you them. Ask questions the wrong way, and you will accomplish none of this. What's happening.

Demographics 59

Demographics Sales Prospecting Leads 59

Marc Wayshak

JANUARY 6, 2021

Salespeople often want me to answer their burning questions about specific selling situations. But again, it’s an outdated, old-school approach to selling that assumes that prospects are a little bit dumb. And they’re not dumb. They ask, “When a prospect says this , what exactly should I do?”

Follow-up 102

Follow-up Education Up-Sell Call-back 102

MTD Sales Training

FEBRUARY 17, 2012

The daughter, astutely noticed that I was tip-toeing around asking the hard question, and exclaimed, “Oh!! Dumb founded, as the small group starred at me with smiles, I shrugged my shoulders to say, “I don’t get it.”. You mean, where do we get our money?”. “Ah, Ah, well, yes.” I admitted. “I I just need to know how you pay the rent.”.

Top of Funnel 295

Top of Funnel System Referrals Funnel 295

SalesProInsider

JUNE 19, 2019

And off he launched into a series of very direct questions he referenced from a checklist in front of him. What questions will you ask to get them talking and you listening and learning? What is happening locally that could be a good connection question? Ask the follow-up questions. I kept thinking, “Really? He sure did!

Sports 125

Sports Webinar Metrics Networking Conversion 125

Sales Evangelist

OCTOBER 31, 2022

No question is a dumb question, if you are having trouble ask for help. Practice with a team lead, manager, or AE. Record your role plays and have your manager review them. Let yourself be vulnerable and let yourself make mistakes. To hear more from Ari and Kristen , connect with them on LinkedIn. Are you sick of crickets?

Cold Calling 40

Cold Calling Survey Research Google 40

Zoominfo

NOVEMBER 18, 2020

They don’t want you to hit them with a bunch of questions,” explains Metz. And that’s not because they’re dumb. “Confidence is big, especially when reaching out to C-suite, because they just generally don’t have time for you. They don’t want to spend time going through a discovery call.

Hiring 246

Hiring Scale Account Intent 246

Partners in Excellence

FEBRUARY 20, 2018

We script the conversations, providing questions that get the answers we want. But in all our help, we are dumbing the sales person down. ” Perhaps, if our sales people were skilled at “figuring things out,” we wouldn’t have to invest so much in doing things that dumb them down.

Ideal Customer Profile 52

Ideal Customer Profile Face-to-face Policies Sales Automation 52

SBI

MAY 22, 2012

You need to literally dumb it down. You must dumb it down to prevent the ‘juice’ connected with your sales proposition to run out. You must dumb it down to prevent the ‘juice’ connected with your sales proposition to run out. Ask questions. Not just any questions either.

Energy 122

Energy Call-back Buyer Scale 122

SBI

APRIL 11, 2018

But as I wrote about in Dumbing it Down: 5 Secrets to Getting Smart People to Buy , a buyer’s time and energy, along with patience and attention span, are limited resources, and can be depleted quicker than a smartphone’s battery. Notice these questions have nothing to do with you, your product or your price. Do I really need it?

Opportunity 139

Opportunity Infusion Buyer Sales Cycle 139