The Sales Heretic

JANUARY 28, 2020

If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions. When I conduct sales training seminars, I typically give audiences 20 to 40 questions to ask their [.].

Benefit 288

Benefit Training Networking Objections 288

Mr. Inside Sales

JANUARY 2, 2023

Here’s how I handle the companies and contacts I speak with this month: after talking briefly about the holidays and new year’s celebration, I always start with question number one –. “So If they need a little help here, I use layering questions like: “And what was your revenue like last year?” Then I hit mute and take notes.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Sales and Marketing Management

APRIL 4, 2022

The post To Convey More Value to Buyers, Ask The Right Questions appeared first on Sales & Marketing Management. In fact, your ability to convey meaningful value is what keeps potential clients engaged and mo­tivated throughout the process and thus more likely to say yes. […].

Buyer 374

Buyer Positioning Marketing Company 374

Bernadette McClelland

DECEMBER 27, 2018

Maybe we raise a glass or two and valiantly declare to those around us how we are going to solve the world’s problems, shove the job, write a book, pop the question or that this will be the year we’ll own our own metaphorical mountain. The post I gotta question for ya appeared first on Bernadette McClelland. Then we look forward.

Comparison 363

Comparison Discount Conference Lead Generation 363

Anthony Cole Training

SEPTEMBER 16, 2022

This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. Conversation is much more pleasant than interrogation. This is also true for prospects.

Sales Management 233

Sales Management Coaching Conversion Sales 233

MTD Sales Training

FEBRUARY 11, 2020

If that’s been your experience, maybe you need to review the questions you ask to drive the conversation on, professionally and with confidence. Below are three powerful closing questions that will ease the tension and help you maintain the flow of your sales interaction as you begin to ask for the order. #1 2 – “Is that fair enough?”.

Closing 300

Closing Proposal Negotiation Benefit 300

Anthony Cole Training

NOVEMBER 22, 2022

Thou shalt always remember to ask questions and listen. This commandment is critical if you truly want to be a great salesperson. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #7 now!

Video 261

Video Sales 261

Mr. Inside Sales

MARCH 22, 2021

So use the five questions below to understand what role your influencer plays, and how you can use this information to have them help you make the sale: Question One: “ , you probably work quite closely with (the decision maker), tell me, how open are they to adding (your product or solution)?”. Of course not! Get Access Today.

Influencer 203

Influencer Decision Maker Face-to-face Gatekeeper 203

Marc Wayshak

MARCH 13, 2024

One aspect that consistently sets top performers apart from others is their ability to ask quick questions that motivate prospects to open up. Having a set of quick sales questions to prompt prospects to open up can significantly enhance success in any sales scenario. Check it out. Quick Opening Play. Why do you think that is?

Prospecting 114

Prospecting Face-to-face eBook Motivation 114

SBI Growth

APRIL 24, 2024

CEOs anticipate growth, confident in their strategies to meet demand. However, many are dissatisfied with Go-to-Market teams executing those growth plans.

Research 177

Research Meeting Strategy Marketing 177

Sales and Marketing Management

AUGUST 24, 2021

These three questions help sales teams become more acclimated to the sales application process after sales training has been completed. The questions position a sales leader to ask one final question that drives greater acceptance of sales coaching and feedback.

Training 299

Training Sales Coaching Coaching Positioning 299

Anthony Cole Training

DECEMBER 15, 2022

Has thou been answering the un-asked question? Find out why you should never, ever answer the un-asked question in the final commandment of the 10 Commandments of Sales Success.

Sales 235

Sales Prospecting 235

No More Cold Calling

JUNE 24, 2021

After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. This is one of the most common referral selling questions I get from people who don’t know how to ask for referrals.

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

Partners in Excellence

DECEMBER 15, 2023

I have learned to gauge the quality of the conversation, the quality of engagement by the questions the people are asking. If there are no/few questions, there is very little engagement. If the majority of the questions are closed ended, the engagement isn’t much better. But are we asking the right questions?

Lead Rank 108

Lead Rank Discount Conversion Lead Scoring 108

Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. It’s through questions and questioning, we think about change, doing things differently. But sometimes, our questions are less effective or actually weaponize our intent. So we ask questions, but with an agenda.

Intent 118

Intent Positioning Coaching Lead Rank 118

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. But are they asking us the right questions? Why shouldn’t we be answering those questions?”

Customer 119

Customer Revelation Buying Cycle Lead Rank 119

Sales and Marketing Management

APRIL 20, 2022

It all starts with asking the right questions. The post To Convey More Value to Buyers, Ask the Right Questions appeared first on Sales & Marketing Management. Your reps' ability to convey meaningful value is what keeps potential clients engaged and mo­tivated throughout the process and thus more likely to say yes.

Buyer 245

Buyer Marketing Sales 245

Anthony Cole Training

SEPTEMBER 23, 2021

In this blog, we will discuss the leading questions sales executives face when considering their current producer team and how to get the answers they need. When executives think about their sales teams, they often ask themselves if they have the right people in the seat and how they can become more effective.

Sales Leadership 208

Sales Leadership Face-to-face How To Sales 208

The Pipeline

AUGUST 17, 2017

Questions can be a powerful tool in prospecting, just as in other stages of the sale. In this portion of the Proactive Prospecting Summer , we look at using questions in a different way in prospecting than we would later with an engaged buyer. The post Impact Questions appeared first on Renbor Sales Solutions Inc.

Prospecting 215

Prospecting Buyer Tools Video 215

A Sales Guy

AUGUST 10, 2020

Can you see the difference between the two questions in this video? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? However, it’s not enough to ask questions, you have to ask the right questions.

Video 205

Video Exact Buyer Sales 205

Sales and Marketing Management

MAY 30, 2022

The timing and impact of questions, in conjunction with leveraging the elements of value, are the aspects that make value-based selling successful. The post Using Question Timing to Guide Value-Based Selling appeared first on Sales & Marketing Management.

Marketing 177

Marketing Sales 177

The Pipeline

MARCH 20, 2018

The Question. While it is not news that the weapon of choice for successful sellers is a Question, your choice of questions and how and why you ask them does make a difference, just ask the 80 percent that are asking the wrong questions. A simple start would be to ask some forward-looking questions.

Face-to-face 205

Face-to-face Buyer Lead Rank Lead Scoring 205

The Pipeline

DECEMBER 4, 2014

If you think something is so, even something as obvious as a person liking golf because of the pictures on the office wall, why not ask a question instead of making a statement. Put in the form of a question you give the prospect a chance to correct you, without putting yourself in a corner. What’s in Your Pipeline? Tibor Shanto .

Intent 306

Intent Webinar Metrics Relationals Account 306

Anthony Cole Training

JUNE 17, 2021

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.

Prospecting 200

Prospecting Opportunity Closing Sales 200

The Pipeline

MARCH 12, 2019

Questions are a specific example; salespeople will say “I should have asked,” or worse, “I wanted to ask, but”; that last one breaks my heart, every time. A good question is a speed bump. Most sellers, want to avoid conflict, and as a result whitewash their questions trying to create those yeses, moments of agreement, etc.

Travel 229

Travel Buyer Trends Relationals 229

Mr. Inside Sales

OCTOBER 2, 2020

If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling…. Each of your demos (presentations) should begin with a series of brief qualifying questions. Simple, yet powerful question, isn’t it? Remember: You can’t close an unqualified lead. Get Access Today.

Closing 189

Closing Face-to-face Sales Qualified Lead Gatekeeper 189

Mr. Inside Sales

FEBRUARY 25, 2022

How would you like one magic question that will reveal to you each prospect’s buying motive? This one question, combined with the 4-step process above, will elevate your close ratio and help your entire team make their quota. The post One Question to Learn Buying Motive appeared first on Mr. Inside Sales. Try it today!

Motivation 156

Motivation Face-to-face Gatekeeper Sales Qualified Lead 156

Connect2Sell

OCTOBER 3, 2018

What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that swiftly leads the buyer toward the close. Still others would say a good question is one that forces the buyer to agree with the seller, even if on a small point.

Buyer 193

Buyer Closing Leads Marketing Qualified Lead 193

Sales and Marketing Management

APRIL 11, 2023

If you strive to be an ally for diversity in your workplace, consider asking these five questions. The post Respectful Questions to Ask About Diversity and Inclusion appeared first on Sales & Marketing Management.

Marketing 120

Marketing Sales 120

Connect2Sell

FEBRUARY 14, 2018

In fact, two of the top 10 behaviors buyers want to see more frequently from sellers pertain to questions. So if you're engaging in question based selling, you're on the right track. There's a very important question you need to ask yourself before you start asking buyers questions.

Exact 180

Exact Buyer Research Leads 180