Category: Solving/Collaborating the Buyer

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?

What to Do When a Client is Angry

It’s happened. One of your clients is upset. How you handle bad situations is going to determine whether your client will decide to continue giving you their business.

Prospect Work With a Competitor? These Questions Could Change Their Mind

“Sorry, we currently work with…” Sound familiar? It’s a common response prospects give when salespeople call on them. The thing is, this isn’t the roadblock you may think it is.

A Surprising Sales Lesson from A Mountain Climber

Mountain climbing certainly isn’t for everyone. The fear of heights and the sheer difficulty of scaling giant peaks are enough to deter most from even considering the sport. But, even if you’ve never tried it, you can still apply lessons from mountain climbing to your own sales career.

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. 

Are You Sabotaging Your Sales with too many Buying Options?

What’s easier to choose between: two meal options or five? No matter what it is you need to choose from, the process is always easier with fewer options.

Setting up the question…and lowering the boom

Leone says the question is the most important skill a salesperson should master and I agree. He presented a three-level strategy in setting up and asking the question that could change the way you ask questions from now on.

The New Breed of Salesperson. A Non-Salesperson.

There’s a new type of salesperson emerging. They’re steeped in product knowledge and practical problem solving capability.

Face Time: How to Make it Count

You can’t count on getting in front of every prospect. But when you are granted the huge favor of face time, don’t waste it.

Can You Close a Sale in Five Questions?

Questions breed sales. Using questions to find facts is critical to creating an atmosphere in which a sale can be made. Sales solutions are easy once you identify the prospect’s problems.

Are You Making the Most of Your Leads?

To be a superior seller, you have to be willing to dig deeper and ask more questions. The willingness to explore topics with prospects could mean the difference between a good-enough and a blow-out year.

How to Collaborate With Your Prospects

Are you looking for a proven way to get your prospects to say yes to your proposal? In Mike Schultz’s opinion, it’s all about collaboration.

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