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.

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Video Exact Buyer Sales 205

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.

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Sales Management Coaching Conversion Sales 233

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. Traditionally, CEOs, presidents and business owners were the group that benefited the most from executive sales coaching. They need to determine which groups of leaders can benefit the most from executive sales coaching. Why Executive Sales Coaching .

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Sales Coaching Coaching Hiring Face-to-face 320

Sales and Marketing Management

NOVEMBER 8, 2018

Ask questions to help you build genuine connections with people. Here are seven sales questions to help build rapport. Questions about off-work activities provide insight into what matters to your buyer. It shows buyers that you’re curious and want to know what’s going on beyond your particular sale.

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Pivotal Buyer Groups Follow-up 266

Mr. Inside Sales

NOVEMBER 18, 2018

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. Just as he asked this question, an executive was walking down the hall toward them. That’s a great question, and I’m going to have to think carefully about that.

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Closing Decision Maker Inside Sales Face-to-face 227

Nutshell

MAY 1, 2023

Tactful qualifying questions can save you the hassle of potentially going through the entire pipeline with a non-starter. This is why sales qualifying questions are so important. This is why sales qualifying questions are so important. What is the qualifying process in sales? How did you hear about us?

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Sales Qualified Lead Ideal Customer Profile Top of Funnel Decision Maker 115

MTD Sales Training

OCTOBER 11, 2017

The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. The quality of your questions will make the biggest difference in this challenging process. Here, we list over 50 questions that will help you sort the wheat from the chaff.

Lead Rank 199

Lead Rank Motivation Margin Industry 199

The Sales Hunter

APRIL 5, 2019

How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out? Sales is about taking the customer to a different level.

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Sales Leadership Motivation Sales Customer 223

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. This question serves your selling strategy in a number of ways.

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B2B Closing Scale Guarantee 252

Anthony Cole Training

OCTOBER 29, 2020

Make sure that you are a skilled consultant and are prepared and skillful at asking the right questions at the right time. According to the #1 sales evaluation we utilize, the most important skill of successful consultative salespeople is asking enough of the right questions.

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Social Media Media Prospecting Sales 142

RAIN Group

OCTOBER 25, 2023

Download a PDF of these questions to use in your sales interviews. As a sales leader or sales enablement executive, you know just how important it is to hire the right sales reps for your team. What questions should you ask? How can you gauge candidates’ actual abilities?

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Hiring Sales Enablement Sales Strategy 77

Membrain

APRIL 6, 2022

Great sales coaches are the critical multiplier for sales performance, and open-ended questions are one of the most powerful tools in the coaching toolbox.

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Sales Coaching Coaching Tools Sales 150

Selling Essentials RapidLearning Center

MARCH 26, 2024

Know what “tag questions” are? It’s when someone states a position, then puts a short “tag” at the end, creating a question designed to get agreement. The conventional wisdom on tag questions is that they’re weak. For half of the group, the editorial included tag questions, like “Right?” and “Isn’t it?”

Journal 52

Journal Groups Buyer Cold Calling 52

Selling Essentials RapidLearning Center

MARCH 26, 2024

Know what “tag questions” are? It’s when someone states a position, then puts a short “tag” at the end, creating a question designed to get agreement. The conventional wisdom on tag questions is that they’re weak. For half of the group, the editorial included tag questions, like “Right?” and “Isn’t it?”

Journal 52

Journal Groups Buyer Cold Calling 52

Engage Selling

NOVEMBER 19, 2021

I want to highlight three important questions that buyers are asking themselves right now. Knowing how to deal with these three questions will help you attract and retain more customers. Should I Engage?

Buyer 142

Buyer Strategy Sales Customer 142

criteria for success

DECEMBER 1, 2022

Looking to hire new sales reps? Make sure you’re using creative sales interview questions. When hiring sales reps, it can be easy to get a nice illustration of who your candidate wants you to see. Only the most creative sales interview questions will give you a clear understanding of who you are sitting across from.

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Hiring Cold Calling Compensation Positioning 98

The Sales Readiness Blog

FEBRUARY 21, 2023

To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions. Whether you're a seasoned sales coach or just starting, focusing on your mindset and asking the right questions can transform your coaching sessions.

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Coaching Sales Management Sales Coaching Sales 105

The Pipeline

FEBRUARY 11, 2013

Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. It took some effort and focus to get sales people to adopt this style of interaction, especially after years of pitching and doing things the traditional (old) way.

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Call-back Face-to-face Cold Calling Consultative Selling 313

Allego

FEBRUARY 27, 2024

Imagine your sales team transforming overnight: Tasks that used to pile up are now checked off in record time. With AI, analytics turn into gold, and your sales approach is fine-tuned with precision. Welcome to the big leagues of sales enablement platforms. Key Features: What Makes a Great AI-Powered Sales Enablement Platform?

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Sales Enablement Analytics Follow-up Ideal Customer Profile 62

The Sales Heretic

AUGUST 23, 2017

you know that I’m a big fan of questions. Because if you ask your prospect enough of the right questions, they’ll tell you everything you need to know to make the sale. Yet too many salespeople don’t ask anywhere near enough questions. If you’re a regular reader of this blog (You are, right? And [.].

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Prospecting Sales Motivation 214

Engage Selling

FEBRUARY 19, 2021

Want to know my favorite sales question? It’s powerful, versatile, and helps you become a better sales leader. The question is “why?” When you ask this simple, … Read More » The post My Favorite Sales Question first appeared on The Sales Leader.

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Sales How To Sales Leadership Sales Management 105

The Digital Sales Institute

AUGUST 27, 2020

Preparing for a sales interview means researching and understand what type of sales interview questions you may get asked. In many ways an interview is like a sales meeting, where they tend to thorough, demanding, draining and rigorous. Sales Interview Questions Template. Get your sales stories in order.

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Cold Calling Decision Maker Face-to-face Construction 98

MTD Sales Training

FEBRUARY 14, 2018

It’s not easy these days managing a sales team. So, what should sales managers concentrate on to still maintain some kind of control and bring about results that they are responsible for? So, what should sales managers concentrate on to still maintain some kind of control and bring about results that they are responsible for?

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Sales Management Policies Motivation Competition 215

Marc Wayshak

MARCH 18, 2021

As salespeople, we tend to have our own go-to questions —and most of the time, we ask prospects those questions without even thinking about it. It’s great to have a set of questions you ask in every selling situation. But there are certain questions you should NEVER ask a prospect…ever. Check it out: 1. How are you?

Decision Maker 116

Decision Maker Discount Face-to-face Cold Calling 116

Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. The majority of salespeople are more comfortable talking and presenting than listening and asking questions.

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Sales Follow-up Groups Prospecting 344

Alice Heiman

MAY 10, 2022

It’s not uncommon for company leaders to start a sales strategy with a big sales number. Having a sales goal is important, but a sales strategy doesn’t start with the number of sales you need to hit your goal. In fact, a sales strategy ends with hitting sales goals. Answer These Questions!

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Strategy Buyer Persona Lead Rank Lead Scoring 140

RAIN Group

MAY 19, 2021

Great sales questions help you find out what’s going on in your buyer’s world. They help you drive the sale forward and avoid pitfalls that can derail the sale along the way. They help you drive the sale forward and avoid pitfalls that can derail the sale along the way.

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Buyer Sales Conversion 98

Sales and Marketing Management

MAY 24, 2021

The post 3 Key Questions to Win the Complex Sale appeared first on Sales & Marketing Management. Great B2B salespeople focus on the right deals and leave unqualified prospects for reps who are content spinning their wheels.

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B2B Sales Prospecting Marketing 120

Connect2Sell

JULY 11, 2018

One simple question will help you with overcoming sales objections and change the way you handle them. You’ll be far more effective if you use this simple technique.

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Objections Sales Strategy 168

The Pipeline

SEPTEMBER 2, 2013

Most would agree that questions are the most powerful weapon; a seller has at their disposal. But day after day you see sellers come to play with either the wrong questions, dull questions or just plain stupid questions. By Tibor Shanto - tibor.shanto@sellbetter.ca. Avoid this in two simple ways.

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Follow-up Up-Sell Pipeline Buyer 282