There’s one in every crowd. You’re finishing up your presentation. And then, this person asks you an impossible question.
As managers, we know it’s important to listen to what our team members tell us. We also know it can be hard to get people to open up about what they are thinking.
“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.
DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes … only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes
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.
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.
Are you envious of a fellow salesperson who picks the right questions to ask in a fact‑finding situation? Probing ‑ asking the right questions at the right time ‑ is essential to success in sales. Probes help prospects “open up.”
We all experience periods of low productivity or feel frustrated when we’re not making the progress we’re hoping for. Jason and Jodi Womack have developed a set of questions that can help you find new focus and succeed at selling.