19 Benefits of Asking Questions

The Sales Heretic

Sales benefits features networking objection presentation prospect questions seminars success trainingIf 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 [.].

Going Beyond Features And Benefits…

MTD Sales Training

Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? A long list of features will only confuse the prospect , as they have to do the work in converting the meaning of the feature to how it will benefit them. And remember, why should they convert the feature to a benefit?


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The benefits of social proximity selling

Sales 2.0

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about how to greatly increase your prospecting odds without an introduction. Here’s why you should consider adding this “social proximity” approach to your prospecting efforts: In it’s 2014 research report, How to Make Your Number , Sales Benchmark Index found you are “ 4.2

Winning Your Prospect’s Prospect

The Pipeline

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. So while we are thinking about how we can sell our product to this prospect, they are asking about how this will help them sell to their customers. Our prospects’ buyer’s objectives and requirements are the common and crucial factor. By Tibor Shanto.

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

Why Features & Benefits Don’t Work in Today’s World

MTD Sales Training

How many times have you heard that you shouldn’t just present features of your product, but you should also reiterate how those features benefit the prospect? Prospecting building the value business prospecting selling features and benefits It has been the staple diet of most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Maximize Every Prospecting Call

The Pipeline

Every prospecting call needs to be maximized, while the prospect may not be ready, they have a network of customers and suppliers who may be, or may have asked for or welcome a recommendation from their network. Once the interruption is a conversation, even when not an immediate opportunity, there is a lot to leverage and maximize by exploring how they are working with customers and suppliers who can also benefit from what you are introducing to the person you called.

5 Prospecting Steps To Fill your Pipeline with Gold

Sales Benchmark Index

The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. The number one reason a sales rep fails is an empty pipeline. So how do.

How Prospects NEED to Feel

The Sales Heretic

And that can be a challenge for us as salespeople, because when we first encounter a prospect, their emotional state is frequently a negative one. Sales benefits emotional features objections prospect questions selling© Andylim | Dreamstime All buying is emotional. Always. Whether you’re selling to businesses or consumers, the buying process is emotional from beginning to end.

Environmentally Friendly Prospecting

The Pipeline

Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. Living it is exactly what prospects are doing when our call interrupts. Sort of like a juke-box, where you have you multi-environment prospecting message, ready on demand. I can prospect in a crowded room but prefer a hallway where I can walk.

How Can Marketing Benefit from Social Selling?

Sales Benchmark Index

Today’s marketers must be fluent in how to use this modern prospecting tool. Is your team spending time building relationships with prospective buyers? Social Selling CMO Resources CMO Social Prospecting A marketing leader has many marketing activities to choose from. How do you know which are the most effective at reaching new customers? Do they respond to your emails? Probably not. We’ve noticed a consistent decline in response rates.

A Simple Test for Distinguishing Features From Benefits

Hubspot Sales

Salespeople are often told to sell benefits, not just features. Is the product’s ability to scale with a prospect’s growth a feature or a benefit? Understanding the difference between features, advantages, and benefits is crucial to a rep’s success.

Discussing P&L Benefits Effectively

Selling Energy

If you look at the full picture through the lens of business acumen, you’ll see how effective it can be to discuss the potential P&L benefits of your efficiency project with your prospects. Energy efficiency can affect many line items on a company’s Income Statement (also known as the “Profit and Loss Statement” or “P&L”).

Tell Your Prospect How You Failed

The Sales Heretic

They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. Sales case studies consulting credibility failure keynote meeting planners prospect speaker speech stories success trustStories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is.

How Crucial are Benefit Statements?

The Sales Hunter

We are digging deeper into the 6 secrets of sales prospecting success and now we have arrived at the role of benefit statements. . For the vast majority of salespeople, the point of entry with a prospect is through voicemail. The answer is in leaving what I refer to as a strong “benefit statement.” The benefit statement is typically a single sentence and it is something the customer would find of value, thus it’s a called a “benefit statement.”

11 Key Benefits CRM Systems Provide to a Business

Hubspot Sales

Sure, there are notable benefits: They help sales professionals track deals and flag opportunities that might require additional nurturing. Data goes in, and no clear benefit comes out. Showing sales professionals what's in it for them can help change their perception of the benefits of CRM and boost adoption and usage. Here are some of the major benefits of incorporating CRM systems into a company's sales process. Benefits of a CRM. CRM Benefits

12 Key Benefits CRM Systems Provide to a Business

Hubspot Sales

It tracks and manages all interactions and communication your reps have with prospects and customers. When you choose the right CRM for your industry, business type, reps, and customers, it's simple to to reap the many benefits from this software. In this guide, we'll review the major benefits you can bring your sales organization by incorporating a CRM. CRMs allow your entire sales org to keep all prospect information — over any duration of time — in a central database.

Benefits of Online Sales Training

The Digital Sales Institute

The benefits of online sales training can be narrowed down to a number of key areas. In no small part to technology advancement, video solutions, streaming capabilities and course ware development the benefits of online sales training are compelling. Benefits of online sales training. One of the major benefits of online sales training is that the sales programs are focused on topics the learner has selected. Benefits of Online Sales Training.

What to Do When Selling Benefits Doesn’t Work: On Breakthrough Business Strategies Radio

The Sales Heretic

You’ve pointed out the many benefits of your product or service. And the prospect STILL won’t buy! Sales benefits business owner presentation professional prospect selling strategiesIt’s not merely frustrating—it’s maddening! You’ve made your case. It’s a no-brainer. Why??? And more importantly, what can you do about it? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this hour-and-15-minute interview, I discuss: • [.].

Non-Financial Benefits

Selling Energy

I have often used the “ three buckets of energy benefits ” analogy to explain what a prospect can get out of an efficiency upgrade. Today, I’d like to concentrate on pitching one of those buckets in particular: non-financial benefits. networking

The Benefits of Connecting to the Right People

Adaptive Business Services

Early on my career, I used the only prospecting weapon that I had at my disposal was … the shotgun. With a little preparation, prospecting is now much easier and more effective, to focus on those who are most likely to do business with you. Benefits .

Features and Benefits versus Knowing How to Sell

Mr. Inside Sales

When I corrected him by saying product knowledge takes second place to qualifying a prospect and discovering unique buying motives, he seemed genuinely confused. This results in a knowledgeable sales team that is quick to list features and benefits until the cows come home. He thought about it for a while and then launched into – you bet – a list of features and benefits about a pencil. Cold Calling Scripts Prospecting & Qualifying

Tips & Ideas to Get Better Prospects

The Sales Hunter

Prospecting does not have to be painful nor does it have to be as hard as you think. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity. Sales and integrity go together in the same way that integrity and prospecting do. Focus your prospecting not on what you share but on the questions you ask.

15 Questions Your Prospect Wants Answered

The Sales Heretic

When it comes to making a buying decision, prospects have a lot on their minds. The challenge is, prospects don’t always voice their fears and doubts. [.]. Sales benefits business buyer concerns consumer doubts fears features prospectWhether they’re consumers or business buyers, they have a lot of fears, concerns and doubts. And as long as those uncertainties remain unresolved, they’re going to be hesitant to buy.

Stop Sabotaging Your Prospecting

The Pipeline

Take telephone prospecting, yes cold calling, certainly a real and often emotional thing for all involved. One of my core beliefs, supported by real world experience, and empirical data, is that my customers benefit in very specific ways when they follow my programs. I am conduit to best practices, and as a result, can help prospects even before they commit to my programs. What’s interesting is why people lack the belief that they can help their prospects.

Statistics to Prove B2B Sales Can Benefit from Social Selling

The Center for Sales Strategy

Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects. Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Research indicates that sales leaders still aren't convinced of social selling's value. And many salespeople simply don't know how to go about becoming a social seller.

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. The number you want to focus on is your number of qualified prospects. The single biggest driver in accelerating prospecting is the ability to establish trust with the prospect.

Prospecting For Pearls

The Pipeline

That’s one way I like to look at prospecting, specifically telephone prospecting, yes cold calling. I like to think of a cold call, the very start of an engagement with a prospect, as being very much like the start of the process in the making of a pearl. These prospects, who are not self-declared buyers, may perceive the initial approach as a nuisance or aggravation. The post Prospecting For Pearls appeared first on Renbor Sales Solutions Inc.

A Critical Mistake In Handle Prospecting Objections

The Pipeline

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. However, if we step back, there is no less rejection in other means of prospecting, say e-mail or LinkedIn prospecting; when you look at the numbers, the phone is more effective than e-mail, (better together), it’s just not in your face (ear), like the phone. What do you want to achieve this year with your prospecting efforts?

How to Turn Networking Into Prospecting

The Sales Hunter

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. Far too many prospecting events are nothing but a bunch of salespeople hanging out together trying to sell each other. The issue I have is that networking by nature operates on a different timetable than prospecting.

Walking in your prospect’s shoes

Sales 2.0

You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects? The more you know about your prospect and their situation, the more likely you are to make a sale. What are your prospect’s goals? Do you know what your prospect needs to get done in the next month, quarter and year? If you know your prospect’s goals, you have a chance to explain how you will help them get there. Your prospect decides to do nothing.

How to Help Your Prospects Prevail Despite Rough Sailing

Selling Energy

More specifically, if you consider for a moment the three buckets of benefits on the most basic level, you’ll realize that all of those utility-cost-financial, non-utility-cost financial, and non-financial benefits can really help a business prevail in the wake of some pretty rough sailing lately.

Prospecting and The 10 Rules You Need to Follow

The Sales Hunter

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! 1.The number of deals you have to close directly reflects the amount of time you spend prospecting. The prospects you close with next month and next quarter are the people you prospect with right now. The benefits that you offer and the outcomes that you deliver are what matter most.

How BMW Would Have Benefited from Social Selling

Sales Benchmark Index

The top of the funnel is filling with highly qualified prospects. Angry customers and prospects identify themselves as in the market. Reps can use event to get an appointment with prospects. They are engaging with a customer and prospect base that can be volatile. Sales Operations leaders have seen the power of Social Selling. Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds.

Benefits of Territory Mapping Software


Sales territory mapping software offers more benefits than sales managers may realize. As a result, organizations can design balanced, fair territories that maximize sales coverage and prioritize top prospects and existing customers. On the other hand, a sales rep with a massive territory may not have the ability to effectively serve every customer and prospect. Reps can then target prospects based on demographics, location, job title, industry, and more. .

8 Key Benefits of Account Based Collaboration


In this post, we take a closer look at the benefits of Account Based Collaboration. So far, we’ve seen eight key benefits of Account Based Collaboration that have sales leaders raving about team selling. By focusing the team on solving the problems of the customer in a public workspace, the entire company gets exposure to the needs and wants of your most important prospects and customers. Whether a prospect, lead, or customer, people are craving a personalized experience.

High Profit Prospecting – Book Review

The Pipeline

It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. Earlier in the year we got Fanatical Prospecting from Jeb Blount; and now we have the opportunity to read Mark Hunter’s High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results .

Why Partnership Selling Benefits Everyone


Sell from your prospect’s point of view. The biggest benefit from partnership selling is that the close comes naturally. Clients and prospects accept a meeting because there is a problem they need solved. The post Why Partnership Selling Benefits Everyone appeared first on SalesPOP! We came up with, “Views to Becoming a Beneficial Partner.” A quick reminder of why we are in the business we are in – to help people. View One — Be Real.

The Human Side Of Prospecting

The Pipeline

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. As a result of the above, many who have started out to prove telephone prospecting does not work, that prospecting should be automated, and other schemes that are not meant to improve prospecting, have failed. I recently read a piece presenting the case as to why prospecting should be automated.

Benefits of a Positive Mindset

Selling Energy

While closing a sale is a great way to put yourself in the right mindset for selling, you don’t need to wait for success to experience the benefits of a positive mindset. Before you approach a prospect or client, rid your mind of any negative thoughts. Is the weather terrible? Was the commute excruciating? Did your flight get delayed? Whatever the case may be, think only about the good things in your life and visualize yourself closing the sale.