Tag: discovery

How Much Should You Sell?

How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.

How Curious Reps Succeed During Discovery

Is the discovery process a stumbling point for you? Some sales reps consider this step in the sales funnel to be a waste of time.

The Experience of You

I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.

These are the Questions that Make Sales

There are several make-or-break points during that first discovery call to a potential client. First, you have to know who you’re calling so you’re sure you’re talking to a decision maker who can potentially benefit from your products or services. The second, and most important, are the questions you ask.

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.

“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?

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.

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.

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.

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