book-questions-that-sell 
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 then I was fired.
No More Cold Calling
OCTOBER 17, 2019
That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. That’s why I decided to do something I said I wouldn’t do again—host a Q4 Referral Selling Virtual Workshop. I now have a referral system. After all, everyone is doing that.
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Smooth Sale
DECEMBER 20, 2021
Lynette has managed various student internship programs, presented at local workforce development conferences, and has conducted multiple workshops and class lectures preparing students for the world of work. Questions to answer and facts to verify: Where do you want to be long-term? It IS possible to actually love what you do!
Pipeliner
JULY 2, 2022
We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Such systems are founded on the claim that buyers behave predictably every time. The Mechanical Approach to Selling. Today’s sales scenario is, to say the least, baffling.
Sales and Marketing Management
MAY 24, 2018
But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, and intervening to fix acute, emergent needs when they arise? The systems and technology your reps are using.
Smooth Sale
JUNE 8, 2022
Why do lucrative companies continue with poor customer care instead of improving the system and possibly hiring more employees? Two critical questions to ask yourself and answer are: What are you trying to achieve? Once you have answers to these questions, you can start creating an action plan. 2) Have A System In Place.
The Pipeline
MAY 12, 2011
We expect newer salespeople to be sales challenged, that is, not very effective when it comes to listening and questioning. Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons. Go ahead, do it, its good for you and your sales!
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