book questions-that-get-results 2007 Related Topics 
MTD Sales Training
JUNE 11, 2019
When you consider the methods they use to get to the heart of the patient’s problems, it’s unsurprising that they are able to get the diagnoses correct in the vast majority of cases. In 2007, he wrote the book ‘How Doctors Think’ and I believe there’s a lot we in sales can learn from it. 1) The fallacy of logic.
No More Cold Calling
JUNE 13, 2013
If I had a dollar for every time someone asked me that question, I would be rich. Much has been written lately about how ROI is dead, how no one believes ROI results, and blah blah blah. There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing.
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The Sales Hunter
DECEMBER 3, 2011
Use open-ended questions as a way to build the dialogue. Just because you’re talking with someone on the telephone does not mean you can’t use open-ended questions. Follow the link below to get even more phone sales skills tips for both live calls and voice mail. Use the person’s name. ” Sales Motivation Blog.
The Sales Hunter
JANUARY 6, 2012
One reason salespeople get behind is they wait too long to develop new leads. What happens is the salesperson sees that the opportunity for getting business this year is most likely not going to happen, so they shift and prospect with small fish. End result is the salesperson never winds up going after the big fish. discounting.
The Sales Hunter
DECEMBER 8, 2011
I contend if we want to change our sales results, need to change our sales process. One definition of insanity is continuing to do the same thing while expecting different results. Ask them time-oriented questions that will start to flush out when they expect to make a decision. Keep a log as to what you do.
The Sales Hunter
JANUARY 31, 2012
4 Things to Do Right Now to Get Better Sales Prospects. Here are 4 things you can do start doing right now to get better sales prospects: 1. To get the customer to call you does require you to have a strong marketing / awareness campaign, but when you do have it in place, the results can and will be impactful. E-mail RSS.
The Pipeline
OCTOBER 31, 2011
December 2007. Have You Read The Sales Book About? In some ways this is not new, I used to buy books for some of the reps that worked for me, and many companies will buy a specific title for their entire team. Some companies are buying multiple copies of multiple books, and creating in house libraries.
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