Questioning
I was on a sales call, talking with a sales manager at a high-tech firm that sold a highly specialized, niched product. Things were progressing smoothly, I seemed to have exactly what he was looking for regarding a telephone prospecting training workshop that he...
Listening, Questioning
Quiz time. Here’s a situation. Think of the very next thing to leave your mouth in response: On a call with a prospect, someone who has contacted you after visiting your website says, "Our issue is that we need to_____." And then let’s assume she...
Listening, Questioning
At a social function I was talking to a guy who asked five questions in a row, didn’t listen to any of the answers, and only used his questions as a springboard to talk about himself. Since I didn’t take much interest in what he was pitching (he shoved his...
Questioning
If you handle incoming telephone inquiries or follow-up on mail-in or web business leads by phone, keep one thing in mind about these people: Even though they took the initiative to contact you, they might not know what they want, or even which questions to ask you....
Questioning
For the past 10 years or so, there have been plenty of reality TV shows. They’re cheaper to produce for networks, and attract big audiences. Most are horrible, but that’s another story. If I were doing a reality show for salespeople, I would loosely base...
Prospecting, Questioning
If you place prospecting calls (hopefully Smart Calls) you probably often hear, "I already buy from X-Company," or, "We’re happy with who we’re using." I know, at this point you feel like saying, "X Company! What a bunch of losers....
