#qualifying prospects

It can sometimes seem daunting to train salespeople to ask the right sales prospecting questions. This is understandable because there are so many different directions that a conversation can go. But it does not need to be so difficult and we will provide some structure here that you can apply to your sales training

If you really want to have effective sales messaging, you might want to start thinking about what your buyer persona looks like. If you don’t take this step or put thought in this area, you can fall into the trap of saying the same talk tracks to all the prospects you interact with. Why this

Most salespeople do not ask enough or the right sales questions. While this is not good and can be having a negative impact on sales results, it is actually very understandable for few reasons. Companies Don’t Train Salespeople to Ask the Right Sales Questions If you looked at most new hire sales training programs, you would

We had a very productive sales training webinar this week and here is the recording and slides. The topic was “Sell More by Screening Good Prospects from Bad.” Your Time is Valuable and Must Be Protected In

In a previous blog post we discussed how to use soft sales closing questions. There are also times when you will want to be more direct and hard close a sales prospect. Here are some examples of hard sales closing questions and some explanation with each closing question. Are you ready to move forward to

As you try to determine which sales prospects to pursue and which ones you should continue to invest time into, it can help to have clarity around which ones are likely to purchase from you. Your time is very valuable and you need to protect it from being wasted on poor quality sales prospects. To

In this video are some examples of open ended sales questions. Need vs. Want Open Ended Sales Questions It can be easy to end up working on a sales lead or sales opportunity where the prospect is expressing a lot of interest in what you are trying to sell. But does this mean that you can count

One way to decrease the amount of time you waste on bad sales prospects is to get in a habit of asking qualifying questions in your very first conversation with sales prospects. These are questions that determine if the prospect is a fit and has at least a little probability of moving forward with a