Tag Archives: Asking questions

Product pitches – nothing dies harder than a bad idea

Product pitches in sales is old news. Rather, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation versus delivering a product pitch. 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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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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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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