Tag: assessing

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.

Two Tips to Help You Top Your B2B Sales Quota

Are you among the 47% of sales reps who are struggling to make this year’s numbers? You might be able to close the gap by understanding what your B2B buyers really want.

Showcase Value in All Your Sales Process Stages

Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.

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.

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.

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?

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?

Top Questions to Help You Engage Your Prospect

It’s up to you to discover as much as you can about the prospect and his or her business. Make yourself an expert on any improvements they need.

Are You One of the Many Who Will Lose a B2B Sales Position?

The twin forces of technology and efficiency keep causing managers to reduce positions. Salespeople are not immune. Up to 1 million B2B sales positions could disappear in the next few years. Do you want to know how to hang on to your position?