The Art of Asking Open-Ended Questions

10 Apr

When qualifying, you bring value to your prospects, clients, and yourself through the questions you ask — but only if they’re good questions. Allow me to introduce you to a concept I call “high-value questions.” Simply stated, a high-value question for sales is one that creates a learning experience for either the questioner (you), the person being questioned (your prospect or client), or both. Naturally, the best high-value questions provide insight for all parties concerned. More >>

5 Tricks That Will Magically Get Prospects Interested in You

3 Apr

It’s easy to sell to prospects who are already interested in your product. They’ve done some preliminary research and decided you’re a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. More >>

15 Effective Responses to A Prospect Who Chooses Your Competitor

27 Mar

Sales objections are part of the job. And salespeople commonly come up against the competitor objection when talking to new prospects. As soon as the buyer realizes the nature or function of your product, she says something along the lines of, “We already work with Competitor X,” or “We already have a supplier for that.” More >>

19 ‘Thank You in Advance’ Alternatives That Are Far More Polite

13 Mar

Don’t end an email with “thank you in advance.” Many people find this phrase rude; after all, you’re assuming they’re going to do whatever you’ve requested – essentially taking away their right to say no. And it can also seem like you can’t bother to follow up with a “thank you” after they’ve obliged you, so you’re just going to say it now. Instead of writing “Thanks in advance,” “Thank you for your consideration,” or “Thank you in advance for your help,” try these 19 other ways to say it. More >>

The Secret to Asking Sales Questions Assertively, Not Aggressively

27 Feb

Questions are some of the most valuable tools in a salesperson’s arsenal. With a well-crafted inquiry, reps can open their prospect’s mind to a new possibility, compel them to action, discover relevant information, or secure buy-in for the next step. But if reps ask questions aggressively, they won’t get far. More >>

19 Sales Podcasts Every Rep Should Listen To

20 Feb

After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day – through podcasts. The next time you’re walking the dog, commuting, exercising, cleaning, or doing any other task that doesn’t require mental energy, pop in your earbuds, press “Play,” and learn from sales leaders and experts. More >>

7 Creative LinkedIn Summary Examples to Help You Craft Your Own

13 Feb

Writing a LinkedIn summary is incredibly difficult – for everyone, but especially for salespeople. You’re not targeting recruiters and hiring managers; you’re appealing to buyers. That means on top of finding an interesting and genuine way to describe your professional background, you must also come across as a subject matter expert. More >>

3 Sales Strategies to Be Assertive Without Appearing Aggressive

6 Feb

Have you ever swallowed a question or backed off from a certain topic for fear of offending your buyer? This happens on sales floors around the world every day. Reps let their qualification questions slide so as not to flare tempers. But the truth is, salespeople are often more worried about the potential of pissing off prospects than the situation warrants. More >>