Tag: solving

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.

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.

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.

Nailing Your First Business Meeting with an Executive

Here are some suggestions on how to organize your initial meeting instead of attempting to script the whole thing.

Do you have sales knowledge, or THE sales knowledge?

Got the knowledge? While you may not be studying for 3 to 5 years before you step foot into your role, you do need lots of knowledge…

How Many Choices Should You Offer When Negotiating?

When you offer choices that vary by price, prospects are likely going to select the mid- or low-priced option. Often, reps will offer three tiers of pricing to put less pressure on the prospect. And, usually, the highest-priced option is never chosen–and that potential revenue is lost.