Questioning Model

Sales Training Exercise – Don’t Let a Sales Objection Stop Your Process

As salespeople, one of the challenges we have when encountering a sales objection is we tend to react in the moment.  Now, don’t get me wrong – I’m all for flexibility and spontaneity. In fact, I think salespeople need to be more spontaneous and flexible. However, when someone puts forth an objection, you have to …

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Sales Training Exercise – A Technique to Focus Your Sales Questions

In a previous post, we talked about who the subject of your sales questions should be. But most salespeople believe the questioning process is for them. When they ask questions, they become the center of the questioning process, not the prospect. How many times have you entered into a diagnostic session where the central thoughts …

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The Prospect’s Buying Process – Leverage Powerful Insights

The Specific Interest Statement in the Buying Process To make the right diagnosis, the salesperson must align their sales process to the prospect’s buying process. The salesperson accomplishes this by making interim summaries throughout the process. For example: “Based on what you’re saying, you’re looking to address your number one or number two interest, and …

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Buying Motives – Rocket Fuel for Your Sales Process

Before we jump into buying motives, let’s revisit our doctor’s office analogy for a quick update. When a doctor starts asking questions to diagnose the situation, the questions he or she asks are simple at first. They are based on their own general historical experience and their own historical knowledge of you. For example, “What’s …

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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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