Category: Solving/Collaborating the Buyer

Sell Smarter – Episode 7 – Smart Ways to Overcome Objections

Sell Smarter 07: Smart Ways to Overcome Objections

In this episode of the Sell Smarter podcast we give advice for overcoming sales stalls and asking better questions. You can always get more great insights like these every day at SalesFuel​.com and the SalesFuel mobile app!

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.

Where and When to Establish Buyer Confidence

The prospect won't buy if he/she lacks confidence in you or your product. Obviously the faster you establish confidence in the selling process, the easier it will be to get to the next phase of the sale.

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.

Tips to Stop Prospects From Making Bad Decisions

Have you ever been in a situation where an important client is making a bad decision? What should you do next?

Ask Your Prospects These Important Questions

How you ask questions can greatly alter how they're answered – and how others view you and your business. The more you elevate question-asking to an art form, the more likely you will get the results you want.

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