Before your session our associates were averaging less than 30% out of a possible 100% on the 'closing' part of mystery shopper calls. Since your session every single sales manager got 100%! They nail.. Tina M. Sampson
(Former) Vice President Sales and Marketing – Gaylord National Resort and Convention Center
 

Blog

Talking About Price

Never talk about a number before you can put that number in the context of some Pain the prospect is having. Here’s a response to the question, “What does this cost?”

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What if the Prospect Moves Too Fast?

Zig Ziglar, in his book Ziglar on Selling, talks about a classic situation most salespeople face from time to time. You’re conducting an inquiry, looking for Pain, asking questions, listening, and then the prospect says, “Let’s get to the point. What is this going to cost me?”

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In Selling, Questions Beat “Telling”

In the previous posts, did you see how using powerful questions can help you much more than the old-fashioned “Let me just tell you how I can help you, Ms. Prospect” approach?

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Continuing the Conversation with Questions – Part Two/Question Two

Now let’s imagine you’re in that CFO’s office we wrote about in the previous post—and it’s a few days later. She talks a bit about the challenges she faces, and, again, makes mention of the fact that she’s short staffed, and having difficulty getting all the work out.

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Continuing the Conversation with Questions – Part One/Question One

Questions should be used at any stage of the process of selling, even early on at, say, a networking event. Let’s say you’re an accountant/consultant and you meet a chief financial officer for a local manufacturing company at a Chamber of Commerce event. You might glance at her name tag and then engage in this dialogue:

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An Insight from Selling With Integrity

Sharon Drew Morgen, in her excellent book Selling with Integrity, asks whether your prospects will consider other options before signing up with you.

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Write Down What Your Prospect Says!

It’s terribly important that you write down your prospect’s responses to the powerful questions you pose. Don’t assume you know what your prospect is going to say; instead, take notes as to how he says it. (Remember never assume—it makes an ASS out of U and ME.)

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Examples of the Two Most Powerful Questions to Ask in Selling

The most powerful questions to ask when you’re selling.

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Two Key Questions for Selling Success

Research about how to ask questions, and what questions to ask, can be most useful. Neil Packham, author of The S.P.I.N. Selling Fieldbook, is the source authority on this.

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Notice Emotional Language

I often see selling as a noticing process, a process of discovering where my prospects’ emotions lie. Emotional language is a key to understanding prospects’ Pain, and the things that they are most likely to act to address.

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