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 Hacker

FEBRUARY 20, 2024

Helping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. 10:51) The art of negotiation: engaging with procurement. (19:52) 21:47) The art of negotiation: offering discounts. (25:31)

Negotiation 91

Negotiation Ideal Customer Profile LinkedIn eBook 91

Understanding the Sales Force

MAY 29, 2019

He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.". One reader asked me a great question, "How do you anticipate resistance?". I thought that was such a great question that we should discuss in this article.

ACT 316

ACT LinkedIn Up-Sell Data 316

Smooth Sale

APRIL 22, 2024

Master the Art of the Safe If your business involves tangible valuables, a state-of-the-art safe isn’t a suggestion—it’s essential. It is a recipe for disaster that has proven itself many times over. Confidence is never a substitute for strategic planning for business or financial matters. Think of it as the moat around your castle.

Insurance 93

Insurance Insurance Real Estate Hiring 93

Sales and Marketing Management

OCTOBER 12, 2018

I regularly ask salespeople, Who knows more about the world of potential solutions available in your industry…you or the people you sell to? I regularly ask salespeople, Who knows more about the world of potential solutions available in your industry…you or the people you sell to? Knowing what you don’t know.

Buyer 266

Buyer Construction Exercises Positioning 266

Lead411

FEBRUARY 8, 2024

Mastering the Art of Overcoming Cold Call Objections in Sales Cold calling can be a daunting task for many sales professionals. Start the conversation by asking open-ended questions to understand their needs and challenges better. Recognizing the underlying reasons behind objections will help you address them more effectively.

Cold Calling 97

Cold Calling Objections Case Study Call-back 97

The Center for Sales Strategy

OCTOBER 16, 2023

Master the art of asking questions to uncover key information. One of the most important, and often most fun, parts of the sales process is discovery meetings. These are often referred to as “needs analysis meetings,” and their main goal is to uncover the desired business results of the prospect or client.

Meeting 82

Meeting Objections Analysis Prospecting 82

Sales and Marketing Management

NOVEMBER 25, 2019

But if you’re selling a product and a customer asks a question about a product capability and you answer dishonestly, you're likely out of bounds. Integrating artful bluffing into your sales strategy can also empower sales representatives to achieve their potential. How to Master the Art of Bluffing in Sales.

Negotiation 248

Negotiation Maximizer Sales Cycle Call-back 248

SalesProInsider

JUNE 8, 2023

You Have to ASK for Their Objections That’s why we need to make space and specifically ask them to share feelings, thoughts, concerns, and ask questions, such as: “Well what do you think about this?” The post The Art of Asking: How to Unlock Hidden Concerns and Objections appeared first on Sales Pro Insider.

Objections 110

Objections How To Conversion Video 110

Bernadette McClelland

JANUARY 31, 2019

Seth Godin tells us we need to ‘ship our art’, no matter what we fear. Art can be anything. It can be a series of questions, a brilliant proposal, a boardroom presentation that knocks the socks of the audience, ad infinitum. We all have the capacity to ship our art but so many people don’t.

Call-back 308

Call-back Ideal Customer Profile Face-to-face Conference 308

Connect2Sell

SEPTEMBER 26, 2018

It’s been said that in sales differentiation, asking questions is an art, an appealing expression requiring craftsmanship and finesse. It’s also been said that asking questions is a science, a systematic process requiring knowledge gained through observation and experimentation.

Course 166

Course Buyer Closing Training 166

Partners in Excellence

MARCH 2, 2024

Here’s Wolrad, I love his creative approach in answering my question. ’ First, I asked Chat GPT the question. ’ First, I asked Chat GPT the question. I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). And, on the side, he has a winery.

Oracle 98

Oracle Negotiation Up-Sell Lead Rank 98

Pipeliner

OCTOBER 7, 2023

Karen and I agreed on the importance of asking questions and learning from others. Karen and I agreed on the importance of asking questions and learning from others. The Art of Conversation We also discussed the importance of asking the right questions and the art of engaging in a conversation.

Face-to-face 69

Face-to-face Retail Course Social Selling 69

Sales and Marketing Management

JANUARY 31, 2021

According to a study conducted by cognitive scientist Art Kohn, humans forget approximately 50% of new information they encounter within an hour and an average of 70% within a day. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Anthony Cole Training

JANUARY 23, 2019

Highly effective salespeople do this through the art of asking great sales questions and not fearing the outcome if they challenge a prospect’s statement, or question, in order to gain clarity.

Conversion 150

Conversion Motivation Pipeline Buyer 150

The Pipeline

MARCH 12, 2021

One has to ask how that 80/20 is working? There were a couple of premier league players there, so they go to respond to the question first. There were a couple of premier league players there, so they go to respond to the question first. The question was: “It is the start of Q4, you’re meeting with a VP of Sales.

Data 386

Data Sales Leadership Quota Sports 386

No More Cold Calling

JANUARY 11, 2018

Is sales an art or a science? The Sales Hunter answers that question. When they’re asking for referrals, they should never ask on social media or in any other digital format. He also questions the sales intelligence of his dog. Sales is the “art of selling.” I’m not a robot. You’re not a robot.

Account 204

Account Competition Cost per Acquisition Referrals 204

Pipeliner

DECEMBER 29, 2023

From building authentic connections to mastering the art of the question, we explored the secrets that separate good salespeople from the rest. From building authentic connections to mastering the art of the question, we explored the secrets that separate good salespeople from the rest.

Negotiation 52

Negotiation Video CRM Pipeline 52

Sales Gravy

MARCH 28, 2023

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Negotiation 83

Negotiation Lead Rank Lead Scoring Follow-up 83

BuzzBoard

SEPTEMBER 11, 2023

So here we are manifesting the art of conversation with 5 thumb rules—step-by-step! Building relationships with small business owners requires a proactive approach—taking the time to understand their specific needs and challenges, listening attentively, and asking relevant questions to show your genuine interest in their business.

Small Business 103

Small Business Small Business Ideal Customer Profile Conversion 103

Hubspot Sales

OCTOBER 9, 2023

But the organizations that adopt this strategy often run into one particular hangup — their sales professionals lack the business acumen skills needed to ask challenging questions and understand the answers they prompt. From there, you can build out the questions and tactics that align with their value proposition and how they operate.

Prospecting 101

Prospecting Consumer Margin Objections 101

Pipeliner

NOVEMBER 2, 2023

This shift requires a profound understanding of the art of coaching. Effective coaches excel at asking probing questions and guiding their team members to think independently. Promoting the Best Salesperson: A Recipe for Disaster Have you ever witnessed the scenario where the best salesperson in your team.

Sales Leadership 111

Sales Leadership Hiring How To Promotion 111

No More Cold Calling

APRIL 30, 2020

She asked her mother why she always cut off the ends of the ham before putting it in the roasting pan. It’s time to get rid of your sacred cows. A young girl watched her mother prepare dinner. The mother thought about it for a moment and then admitted she didn’t know why. The grandmother’s answer was priceless. “Of My pan was too small.”.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

The Pipeline

AUGUST 31, 2020

There is no denying the collective shock we all experienced when asked to lock down in spring. With many prospects lacking visibility in 2021, forecasting will be more of a black art than ever. While there were a lot of questions outside, at least everyone important was “inside, with us”. How’s The Family. Good Enough.

Face-to-face 258

Face-to-face Penetration Fashion Forecasting 258

The Pipeline

APRIL 10, 2018

Given that sales is partly art and science, or more accurately “a science artfully executed,” we need to the create the right balance between the two. When I ask reps what their numbers are, the answer cannot and should not be “depends.” One indicator for me is their use of the word “ Depends.”

Account 215

Account Quota Lead Rank Lead Scoring 215

No More Cold Calling

NOVEMBER 23, 2021

A total pain, if you ask me. It took awhile to learn Zoom and take advantage of breakout rooms, chat, hand raising for questions, getting our video positioned properly, and mics and speakers set. This is the most common mistake sellers make when video conferencing. I really hate my webcam. (Ok, Ok, hate is a strong word.)

Video 289

Video Cold Calling Exercises Conference 289

Hubspot Sales

OCTOBER 23, 2023

They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. They probe for pain, help their prospects, and run effective sales calls.

Hubspot 106

Hubspot Decision Maker Sales Resources 106

BuzzBoard

NOVEMBER 14, 2023

The art of persuasion in sales and marketing is neither simplistic nor a one-size-fits-all approach. In today’s digital age, where information overload is the norm and consumer attention spans are fleeting, a well-crafted pitch can make all the difference. But that’s something everybody is talking about.

Hiring 105

Hiring Analysis Social Media Objections 105

The Pipeline

MAY 25, 2013

The Art Of Marketing – Canada’s Marketing & Innovation Conference is coming to Toronto on Wednesday June 5th , and you don’t want to miss this line up. Tell me which speaker you want to see most, and what question you would ask them if given the opportunity. Enter To Win Today & Take advantage of A Special Offer!

Social Media 288

Social Media Twitter Conference Media 288

Partners in Excellence

MARCH 17, 2024

He reached out, asking if he could share his story. ” This is the question David Brock has asked a few salespeople… I also respond to the invitation. .” ” This is the question David Brock has asked a few salespeople… I also respond to the invitation. Rather, I ran away from it.

Engineering 73

Engineering Study Software Software 73

Lead411

MARCH 27, 2024

The Lost Art of Empathy in B2B sales In B2B sales, where measurements, targets, and bottom lines frequently take precedence, empathy has unfortunately become a lost skill for many people. However, in the middle of the rush and bustle of closing transactions and reaching quotas, the value of empathy cannot be underestimated.

B2B 52

B2B Quota Motivation Churn 52

Partners in Excellence

AUGUST 28, 2022

We don’t ask questions to better understand, instead asking questions with an agenda. This requires us to probe, question. Afterword: * Bret Stephens wrote an outstanding opinion piece, The Dying Art Of Disagreement. I was reading an article on “office politics.”

Hiring 110

Hiring Maximizer Groups Objections 110

Smooth Sale

MARCH 21, 2024

It is how you stay connected to an audience even if they only originally came looking for answers to a specific question. It is how you stay connected to an audience even if they only originally came looking for answers to a specific question. The ideas below can stimulate new thoughts for you!

Influencer 106

Influencer Licensing Hiring Media 106

Sales Gravy

OCTOBER 13, 2023

Sales professionals should have a list of well-thought-out questions ready to guide the conversation. By intentionally using silence, sales professionals can prompt prospects to actively engage and lean into the conversation. Introducing discomfort helps reset the typical cadence of sales meetings. We want to fill the silence, right?

Intent 86

Intent Face-to-face Call-back Conversion 86

Miller Heiman Group

AUGUST 13, 2020

If they do something that falls outside these two priorities, they should question whether they’re spending their time in the right way. The purpose of this first meeting is to ask their sellers questions, then listen and learn. Set the Right Goals. Get the One-on-Ones Right.

Sales Management 107

Sales Management Top of Funnel Funnel Coaching 107

Anthony Iannarino

JULY 16, 2020

Recently, someone shared with me a B2B sales training tool that directed the salesperson to spend the first ten minutes of a sales call building rapport with their contact before sharing an agenda and beginning the sales conversation they proposed when they asked their prospective client for their time. Location Provides Clues.

eBook 117

eBook Conversion Segment Proposal 117

criteria for success

OCTOBER 20, 2022

Asking Great Questions. Spend time with your salespeople practicing the art of asking great questions. What’s a great question? A question that gets at the heart of your prospect’s problem or demonstrates a deep knowledge of their business immediately positions your salesperson as an expert.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96