Category: Assessing/Discovery

How to Assess Customer Needs in Half the Time

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.

Sales Opportunities You Can’t Miss in 2019

A new year is coming soon, and with it, new sales opportunities. A recent infographic revealed what B2B sellers need to focus on to make it big in 2019.

True Problem-Solving Begins with Questions

Your client has called an urgent meeting with you, indicating that something is wrong. You rush over, and, instead of explaining the situation to you and asking for your advice, they tell you a solution they already have in mind. Should you take that request at face value?

How to Start Your First Conversation With A Prospect

How do you usually strike up a conversation with a prospect? If you’ve never given it much thought, it’s definitely time to come up with a standard practice.

How to Push the Sale Without Being Pushy

One of the most important sales techniques to master is being persistent without annoying others. As a salesperson, you most likely will always be the driver of new business, but unfortunately, many reps come across as pushy.

“I have to talk this over with my…” Uh oh.

You didn’t qualify the prospect very well, did you? OK, what do you do now?

Do These 5 Things During Every First Sales Meeting

If you think about it, a first sales conversation is a lot like a first date. You don’t know the other person that well, there’s some anxiety involved, and you hope to make a connection. And, just like during a first date, the conversation is vital.

The 1 Question You Should Ask In Your Customer Service Surveys

“How easy am I to do business with?” is the question that will either give you exactly how you need to change your customer service strategy, or it will pave the way for the follow-up question that will.

Have You Seen These Surprising Sales Survey Results?

Are you up-to-date with the latest research about sales? Knowing the facts about what fellow reps are doing can guide you to success (and help you avoid ineffective strategies).

The 5 Questions You Need to Ask to Create a Fruitful Discovery Call

First impressions are everything in sales. Your prospects have very little free time to spare for discovery calls, so you need to make yours count. Here’s how.

Cold Calling Isn’t Dead But…

Cold calling is a tried and true technique used by sales reps for years. While many in the industry say that cold calling is dead, others argue that’s simply not true.

Needs Assessment and Qualification Are Not The Same Thing

Discovery, also known as needs assessment or needs analysis, is meant to be about the buyer’s primary needs. By contrast, qualifying questions are about the buyer’s needs for you and your product, plus their ability to buy at this time. 

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