Ask Intentional Questions

Curiosity may have killed the cat, but it will do wonders for you as a salesperson. Genuine, authentic queries into a person's interest surrounding the product or service you are selling is felt by the prospect. It's what separates the average salespeople from sales superstars. If...

Questions Glass
The Power Of The Word What Part Three

Part Three: What’s really motivating your prospect? In Part One of The Power of The Word ‘What’, readers learned that ProActive Sellers qualify prospects using questions that start with the word ‘what’, instead of ‘who’. In Part Two, we dove into what date is really important...

Calendar
The Power Of The Word What Part 2

Part Two: Understanding a Buyer's Method In Part One of The Power of The Word ‘What’, we discovered how ProActive Sellers qualify prospects using questions that start with ‘what’, not ‘who’. The ProActive Selling MMM qualification process focuses on three key decision areas (Money, Method, Motivation) by...

What
The Power Of The Word ‘What’

Part One: Superstar Salespeople Ask ProActive Questions Jim thought he’d make an excellent sales person because he was outgoing, inquisitive, and friendly. He made friends easily and did great in college. Fresh out of college, his five-year plan included zipping up to VP level and buying...

Know the facts
The Cure for The Prospecting Blues

Hunting For Leads Is A Lot Less Scary When You Know The Facts Cold calling. Prospecting. Gathering leads. You’ve seen me talk about these subjects in videos, blogs, and in my books. So why do I keep harping on it? Because it’s the biggest elephant on...

VLOG: Sales Tool – The Flip

One of the most pieces of advice you can utilize in sales is to talk less and listen more.  This may seem counterproductive.  You want to get all your information out to your prospect, right?  All those features and benefits of what you’re trying to...

VLOG: Has Your Prospect Gone Ghost?

You’ve invested time.  You’re feeling good.  Then your prospect falls off the face of the earth.  What happened?  What do you do about it?  In this video, Skip, Tom, and Amanda chat about prospects that have gone dark and how best to assess the situation...

VLOG: Prospect vetting you? Learn how to stand out!

We all know that competition can be fierce.  While it may seem like your prospect is in a monogamous buyer/seller relationship with you, more likely than not they are chatting with your competitors as well to compare products and prices.  And who can blame them? ...

VLOG: Communicating with the Above the Line Buyer

Above the Line Buyers are typically the folks who are responsible for the P&L.  VPs, “Head of…”, and Managing Directors would often be Above the Line Buyers.  We have found that the best way to communicate with these buyers is to ask questions and let...