Tag Archives: ‘sales coaching’

100 Sales Questions to Truly Understand Your Prospects’ Pain

At the heart of every sale is a thorough fact-find. You’ll want to unearth the needs, the wants, and the desires of your prospect so you can present your products and solutions in a way that will be of benefit to them. And the only way that you can do this is to ask quality sales questions so you can really find out what their current situation is, what their requirements are, and what they are looking to achieve.

Remember, your prospects want a good listening to, not a good talking to! They don’t want to just sit there listening to your monologue of why your products and services are the best. A prospect wants to know that you understand their situation in detail.

Chances are, your competitors are asking questions, but they’re only skin deep. Instead, you need to drill down to the root causes of the issues your prospects face at a much deeper level and demonstrate your expertise on the subject.

Here’s a comprehensive list of 100 sales qualifying questions you can ask buyers to get intimately familiar with their situation and formulate potential solutions.

Source - Read More at: blog.hubspot.com

A wise sales trainer once told me that you can always find the answers, provided you ask the right questions.  


Becoming proficient with qualifying questions, that you can easily add to your conversation, is a vital sales tool that will put you miles ahead of your competition.


In fact, I would say if there was one single factor that determined if someone was going to be an okay sales person or a superstar sales pro, it would be their ability to ask qualifying questions and then LISTEN to the answers, for indeed these answers are the most important piece of information your prospect can give to you.  


It seems that I get calls daily from vendors that dive immediately into their pitch, without ever taking the time to ask me what I  WANT..or more specifically, what I NEED


What is the one thing that I desire above all else when it comes to telecom services, payroll services, etc. etc.?  On the rare occasion that someone actually does ask me my favorite question, they earn the most valuable thing that I have to offer…my time,  to share my unique set of circumstances, and then my attention in listening to their proposed solution.    


Take the time to read and commit to memory this list of 100 sales questions that will help you qualify your prospects needs, pinpoint their pain points, and then enable you to come to the rescue with your solution.  

75 One-Sentence Sales Tips Every Rep Should Know

Just as the best athletes constantly practice, improve, and refine their strategy, successful salespeople are always experimenting with existing techniques and trying out new ones. After all, the second an athlete or rep stops striving to get better, they backslide.

Check out these 75 one-sentence tips to keep you in peak selling shape. Whether you want to focus on your presentation skills, your approach to calling prospects, your methods for closing, or all of the above, you’ll find some great words of wisdom in this list.

Source - Read More at: blog.hubspot.com

This one is worth printing!


75 brilliant tips to increase your selling skills.


Check out this quick read to learn important facts such as …50% of targets open emails on their phone, and if your subject line has more than 7 words, it will not show up…take 2 minutes and then print this one out…you will find yourself constantly referring to it, I know I do.  

13 Sales Podcasts Every Rep Should Check Out

After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube.

Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day — through podcasts.

The next time you’re walking the dog, commuting, exercising, cleaning, or doing any other task that doesn’t require mental energy, pop in your earbuds, press “Play,” and learn from sales leaders and experts.

Here are 13 sales podcasts to get you started.

Source - Read More at: blog.hubspot.com

A career in sales should entail an ongoing quest to perfect your selling skills. A true sales person is always  hungry to perfect their craft, and to add to their skill set. Here is a terrific list of 13 quality podcasts that you can easily plug into at your convenience, to learn some valuable selling skills. 

How to Effectively Answer, “Why Should I Do Business With You?”

No matter what industry you’re in, you’ve likely received some form of, “Why should I do business with you?”

When most salespeople hear this question, they go into tap-dance mode and immediately list all the reasons why they’re great: “Our company is the best, our service is outstanding, we’ve been around for 100 years, and we have the best quality.”

Of course, your prospect expects you to say this, because your competitors are using this same response.

Think about it — everyone claims to have the best quality and service, even if it isn’t true. Read on to learn how you can switch up your approach, dominate the competition, and capture your prospects’ attention when they ask, “Why should I do business with you?”

Source - Read More at: blog.hubspot.com

Fantastic article that highlights the wisdom of flipping roles between a sales person and the potential customer. By switching things up and rather than immediately going into your sales pitch, by first insisting on qualifying the buyer, in order to verify that you truly understand their pain points and can honestly deliver a solution, puts you miles ahead of your competition. 

10 Unique Characteristics of Top-Selling Salespeople

Have you ever wanted a peek inside the mind of a top salesperson? Although every rep has their own unique selling style, strategy, and process, their mindsets are surprisingly similar.

“Success in sales is 90% mental.”

If you want to improve your chances of hiring a star performer, check out your candidates baseline characteristics and see how they match up against these proven 10 characteristics that we consistently see  in high performing sales professionals. 

Source - Read More at: blog.hubspot.com

There have been countless articles written about the most common HABITS of successful sales people. Lately there have been some fascinating studies done on the science of intrinsic motivators….those inbred characteristics that drive some people to succeed. Any seasoned sales manager will tell you that while you can train many selling skills, you simply cannot train ‘fire in the belly’.  As one of my all -time favorite trainers ( Steve Finkel) once told me, you cannot pour a gallons worth of knowledge into a quart container. Being able to decipher someones innate abilities, can give you a huge edge when making hiring decisions. We advocate using Predictive Testing/  to evaluate a candidates innate drivers and see if they match up with those known predictors of star performers. 

15 Dumb Sales Questions Smart Reps Ask

Let’s be real: Most salespeople are annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your business is a chess match and a signed contract means they “won the game.”

However, the average prospect doesn’t know how to purchase anything that falls outside their area of expertise. Think about it. Do you really know how to buy a TV? Do you know what precise technical questions to ask? You’d probably like some help, right?

But when the salesperson at the electronic store asks if she can help, what do you typically respond with? “No, I’m just browsing.”
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The cat-and-mouse game buyers and salespeople play has created an unproductive, competitive environment that doesn’t benefit either party.

One of the most common culprits? The questions you’re asking your prospects. Luckily, once you know where you’re going wrong, you can course-correct. Stop asking these 15 common questions — or at the least, rephrase them.

Source - Read More at: blog.hubspot.com

If you have chosen to have a career in sales, you should always actively be working on attaining mastery in your chosen profession. A  good sales professional has virtually no cap on earning potential, but it takes more than practice to attain mastery. Top salespeople continuously develop and refine sales skills through learning — with the help of a coach, trainer, manager, or on their own. Don’t you think asking great questions is one of those critical skills? Check out this terrific  article which proposes a fundamental shift in how to approach  your targeted audience, highlighting the most commonly used sales questions and most importantly, offering different ones that are bound to lead to better results.  

Sales Prospecting Tips That Changed My Career | Sales Hacker

When I first got into sales, I struggled with my cold outreach. Learn the one piece of sales prospecting advice that changed my career.

Source - Read More at: www.saleshacker.com

We all intuitively know that sales is a numerically predictable endeavor. Once you get your delivery smooth, it is always a matter of numbers, and understanding your metric is the key to accurate forecasting. I thought this article offered some terrific tips in increasing the variables that can dictate if you starve or thrive in the wonderful world of sales.  Becoming really good at reaching out to NEW potential clients via prospecting for new business is ultimately the key  to success!