questioning process

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 …

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

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 …

Sales Training Exercise – A Technique to Focus Your Sales Questions Read More »

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 …

The Prospect’s Buying Process – Leverage Powerful Insights Read More »

Anatomy of a Sales Call: Tailor Your Sales Process to Their Buying Process

Here’s an example of a retail sale that shows how evaluation and diagnosis both require the salesperson to get in the head of the prospect and tailor the sales process to the prospect’s buying process. Not long ago I attended a U2 concert at Hard Rock Stadium in Florida with my family. We were down …

Anatomy of a Sales Call: Tailor Your Sales Process to Their Buying Process Read More »

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 and selling to the gap. In addition to building the opportunity, the questions your salespeople use shape their prospect’s mindset and perceptions, allowing them to achieve persuasive influence. The questions your people ask are important. But so …

Some Questions are Stupid – The Right Questions Yields Persuasive Influence Read More »

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 …

Bridging the Gap: Asking Questions to Drive Your Prospects Interest Read More »