Year: 2018

Some Questions are Stupid – The Right Questions Yields Persuasive Influence

In the last post, we looked at a process using questions to identify and build a sales opportunity, selling to the gap. In addition to building the opportunity, your questions shape your prospect’s mindset and perceptions to achieve persuasive influence. The questions you ask are important. But so is how you ask your questions, when …

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Bridging the Gap: Asking Questions to Drive Your Prospects Interest

In the last post, we explored the potential of enhancing your evaluation process by asking sales questions. In this post, we’ll take a deeper dive into using the questioning process to build increased interest in your prospects. Previously, we used a river as an analogy to develop a questioning model. In this river analogy, one …

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The Secret to Boosting Your Evaluation Process: Effective Sales Questions

Guiding the Evaluation Process Using Sales Questions When was the last time you were on a car lot to shop for a car? You and I both know you weren’t there by accident. You were there for a reason and more than likely, you planned it all out. However, the first question most salespeople ask …

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The Secret to Closing Sales Is in Knowing What Your Prospect Wants

Do You Know What You’re Really Selling? As I addressed in the previous post, much of your success as a salesperson will hinge on an effective sales starter. Contrary to the popular belief, there is no skill in closing sales – it’s all about creating a great opening.  Your opening should quickly establish rapport with …

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