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...

Radio
Skip Miller Interview with Andy Paul of Accelerate!

Skip Miller, president and founder of M3 Learning and celebrated author, recently joined Andy Paul, fellow author and sales aficionado as he interviewed Skip on what modern day sales teams experience and the latest trends in sales training as it adapts to today's world. ...

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...

Sales Culture 5 Stage2
Changing Sales Culture

How To Separate The Good From The Great Change is the driving force in a successful sales culture. How a team adapts to that change will determine how successful it is. Whether you are new to the arena or you’re a seasoned bull rider, here are...

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...

Closing the C-Suite: Communicating with the ATL Executive

The communication style preferred for Above the Line buyers (CEO, COO, VP’s, etc.) is drastically different from that of their Below the Line (Managers, technical buyers, end users) counterparts. Skip Miller’s newest book, “Selling Above and Below the Line”, explains that Above the Line (ATL)...

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...