A successful career in sales is dependent on your ability to ask good sales discovery questions. To develop that skill, you must know when it’s time to dig deeper with probing questions. You know the kind: the type of questions necessary to uncover your...
Ever spent time with a prospect who didn’t buy? Of course you have. Is it fun? No, it is not. Selling to people who can’t or won’t buy is a huge drain on your sales productivity, budget, and team. Top two-percenters need to spend time only with...
Sales qualification is a game of open-ended questions. Unless you ask the right questions, you won’t uncover the right needs or understand the right problems to solve. Not having that information could cost you the deal from the very beginning. But there’s...
Not everything is meant to be. Sometimes, you might find yourself pursuing something that doesn’t materialize — no matter how badly you want it to or how hard you try. Not every minor league baseball player makes it to the MLB. Plenty of scientists dedicate a...
How do you determine if a prospect’s a good fit for your product or service? Sales qualification is the answer. Not every lead is a good fit for a product or service — no matter how strongly a salesperson believes they are (or wants them to be). Buyers...
