Search Results for: asking questions

5 Payoffs to Asking Questions in Sales Calls

If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers face. Questions are a primary consultative tool for getting that done.
Bringing value can be achieved just as well by the thoughtful question as by fact telling. Continue reading

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Asking questions – four traps to avoid

The research has consistently shown that in successful calls the buyer talks more than the seller and the seller ask more questions. Because of these findings, asking questions is recognized as a fundamental sales skill. Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions. Continue reading

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Medical device sales training – asking questions isn’t what it used to be

Medical device sales people are facing challenges selling that didn’t exist even five years ago. So, what needs to be considered in designing a state of the art training to help medical device sales people become competent using questions in a sales call? A short list includes: (1) Changing the focus of face-to-face selling time because of the rise of the information available online, (2) Medical device sales training should introduce simple tools and models – given the vast amount of clinical knowledge medical device sales people must master, adding complex sales models is not a plus (3) It’s not just the questioning model – it’s the substance. Top performers are distinguished not only by how they say something, but what they say. (4) One size doesn’t fit all – what you ask and who you ask it of varies by who is on the other side of the table. Continue reading

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Building sales management excellence: 12 questions for getting it right

Front-line sales managers are the pivotal job for building an effective sales team. This blog contains 12 questions to help sales managers build sales management excellence. Continue reading

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10 questions to help sales managers assess their performance and adapt! – An STC Classic

Sales managers should assess their performance last year and consider what worked, what didn’t and what they will do differently this year. This can be done anytime, but it is especially pertinent at the beginning of a new year. Yet, under the banner of getting off to a quick start, action often takes precedents over a few moments of self-assessment. Continue reading

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Sales management coaching – the power of questions

11 questions that could be used when coaching after a sales call Continue reading

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Ask more questions – meet expectations, win more sales

Becoming skillful at asking questions is more important than ever for achieving sales success and it is not as easy to become skillful. Continue reading

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Statements inform – questions persuade – A sales tip

SSelling a product is about persuasion – talking about a product is about informing. This, of course, is why all those people make such a fuss about avoiding feature pitches. A feature of a product has no inherent value. A feature has value only when it solves a problem that matters to the customer on the other side of the table. So, it is the ability of the sales rep uncovering problems and showing how to solve those problems that is the magic in selling not the product in and of itself. Continue reading

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Handling objections and tough questions – it’s useful to distinguish

In addition to objections sale reps also face tough questions from customers who are simply skeptical. So, how can sales reps effectively handle these tough questions? This article highlights some best practices. Continue reading

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Sales tip – open and closed questions

Buyers talk more than the sellers and the sellers ask more questions. So, no other skill set has received more attention in sales training than the art and science of asking questions. This articles drills down on asking questions for sales success. Continue reading

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