by chris | Feb 24, 2015 | Sales Process, Sales Prospecting
That’s right! Quit asking “feature” based questions and start asking “outcome” based questions. This is the easiest way for you to increase your sales! If you want to significantly alter your sales results, here is one of the most powerful things you can...
by chris | Jan 10, 2015 | Sales Process
I know, it sounds crazy, but you need to view your customer as an onion. And you need to ask questions accordingly. You ask questions, and then based on what they say, you ask follow-up questions. Repeat this enough and you will peel through the layers of...
by chris | Aug 28, 2013 | Sales Process, Sales Prospecting
The best way to engage your prospect or customer is by asking short questions. When you do, you will tap into opportunities that long questions will never reveal. Short-questions are truly an amazing tool most salespeople never seem to grasp. The vast majority of...
by chris | Jul 11, 2013 | Sales Motivation, Sales Process
I’m a firm believer in having questions to ask a customer or prospect. There is no better way to engage someone than to ask them questions that get them talking about their needs. Challenge is not just having good questions you can ask the other person to...
by chris | Jun 20, 2013 | Sales Process
One of the biggest problems salespeople have is not asking enough questions. Salespeople love to talk and when they do ask a question, it can many times wind up being so long and convoluted that the customer has no idea what the salesperson is asking. For many...
