Category: Assessing/Discovery

When you answer a prospect’s question, avoid two words – Yes and No

When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.

How to Ace Your Discovery Calls

Discovery calls. Where would you be without them? Certainly not in Hawaii – enjoying the surf and sand as part of the President’s Club.

Questions You Must Ask to Uncover Buyers’ Needs

Asking the right questions at the right time is critical to high-performance selling. Appropriate-timed probing gives you access to valuable insights that can win the sale. They can also help you deliver excellent customer service once you’ve made the deal.

Are You Asking Prospects This Vital Question?

If you had to choose one question to ask every prospect, what would it be? According to John Nemo, founder of LinkedIn Riches, there’s a particular go-to question that is often overlooked when communicating with prospects.

How to Assess Leads to Score More Deals

Not all sales leads are the same. As you work your prospect pool, you’ll want to approach leads with angles that correspond to their positions in the sales funnel.

Do You Know These Must-Ask Prospect Questions?

If you’re preparing for a meeting with a great prospect, you’ll want to make a good first impression. This meeting also has to count in terms of the information you’re able to get out of your contact.

How to Give A Sales Pitch That Prospects Will Remember

Many salespeople take the moment or two that clients require to think as a negative thing when, in reality, attempting to fill that gap in conversation with any random facts you can think of is just making you seem ill-prepared and on-edge.

People don’t like to be sold but they love to buy

Salespeople learn techniques. Salespeople learn “closes.” Salespeople learn systems of selling. And none of them are more powerful than someone wanting to buy.

What Are You Asking During Your Discovery Calls?

Do you know the optimal number of questions to pose during a discovery call?

Top Tips to Assess That New Prospect

As you lure that new prospect toward your sales funnel, take time to assess the account. Who will make the ultimate purchase decision? How do they want to received communications from you? John Barrows lists several questions that will help you qualify the prospect.

How to Qualify Your Leads

Taking the extra time to qualify every lead allows you to focus attention only on those that fit your ideal customer profile. By doing this, not only will you notice a more efficient pipeline and improved productivity, you’ll earn more respect.

Thinking about what the customer really wants. And delivering!

You have opportunities to think about your business growth and your sales growth every day. The big questions are: how and when do you do it?

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