Tag: Questions

11
Jun

5 Qualifying Questions to Ask Your Sales Reps

When coaching your salespeople through the sales process, there are certain questions that you need to consistently ask them. They really need to have a guideline for their qualifying process. Reinforcing the importance of qualifying the buyer and how to do it over time will help them to ask better questions at the front end of the sales process and

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31
May

10 Awesome Follow-up Questions to Get Your Buyer Talking

Asking good questions is the heartbeat of a good sales call. However, some salespeople can become so enamored with asking all of their questions they fail to get the full story. Why? Because most buyers don’t disclose everything from one question. Look at your sales call as a series of conversations with the same person. You converse about one subject

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2
Oct

Another 10 Revealing Interview Questions to Ask Sales Candidates

This is a follow-up to my previous article: 10 Revealing Interview Questions to Ask Sales Candidates. This article focuses on making a job comparison between your current sales job opening and the job previously held by your sales candidate. The goal is to find out how similar (or not) the job tasks required for your job compare with the job

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16
Nov

The One Question You Must Ask Every Candidate

Why do you want to leave your job? That question may be a very common one to ask for most hiring managers, but it’s loaded with the opportunity to gather some great information that many times gets overlooked in an interview. Why people leave a job is varied, but it can have a dramatic impact on whether or not they

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13
Sep

16 Questions You Need to Ask Your Customers Right Now

Ask your customers about their business and where it’s going. Focus on collecting information relevant to what, why and how customers buy from you. In addition, you also need to share this with the marketing department. (If you don’t have one, then you are the marketing department.) I’ve divided up 16 questions into two categories – questions to learn more

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9
Jul

6 Questions To Help You Sell Like a Champion

Drive more sales with these consultative selling questions that draw out the buyers needs, desires and wishes. Asking good questions gets you the buyer’s story. Poorly worded ones invoke silence and puts undo pressure on yourself. Getting the buyer to talk is critical. Getting them to share relevant information is even more important. Like a journalist, your job is to get

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26
Jun

Dramatically Improve Your Sales With This Magically Worded Question

Using the wrong words (even when asking the right question) can lead you to false assumptions and adversely affect your next appointment. Follow this example to elevate your sales results. Question: a linguistic expression used to make a request for information. In professional selling, word choice is extremely important… if you want to succeed. Prepare your questions in advance and

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23
Jun

3 Quick Ways to Make Your Hiring More Effective

Hiring great salespeople takes time, strategy and resources. Implement these three proven ways to acquire premium sales talent. Hiring can feel like a drudge. It happens to the best of sales managers. You sift through stacks of résumés and finally find a promising salesperson for a territory that’s been lagging behind. You interview him or her and couldn’t be happier!

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2
Jun

4 Timely Questions That Will Improve Your Closing Ratio

Why do some sales opportunities not close when every indicator leads you to believe they will? Preserve your closing ratio by following these four tips. You finish a great sales call. You build great rapport and ask a lot of questions. The prospect loves your presentation and communicates their excitement about your solutions. They are ready to buy. You happily

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1
Jun

8 No-Nonsense Questions to Ask Sales Reps Who Are Not Hitting Quota

What does it take to uncover why your sales rep is not achieving their sales goal? Ask these 8 questions to find out. The sales manager’s goal is to have 100% of their sales team consistently at or above quota. If there is a gap and one or more sales reps are not hitting their quota, then the source of

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