Here's a recent interview I did with the Call Reluctance Coach, Connie Kadansky. We talked about the questions to ask that sell. She asked me to discuss: 1. Why is questioning strategy so important to sell? 2. What's one of the most important questions to ask in sales? 3. Do you have a questioning strategy that you find effective? 4. How can salespeople improve their … [Read more...]
What consultive selling questions do you ask to sell?
Are you wondering what consultive selling questions you can ask to sell? I have a consultive selling process that I teach that shows you how to learn about your customer, uncover business problems he cares about and motivate him to buy. Here's the process. It’s as simple as A,B,C and D. Consultative selling starts with what you know ABOUT (A) your customer. Rather than … [Read more...]
Sell more when you quantify a customer’s problem.
You probably know that for a customer to buy something from you, there has to be a problem or a need. The customer can do nothing (and often does) unless there is a problem to solve or a need to fill. If you’re executing an effective questioning strategy, you are uncovering your customer’s need or pain. You might have found that your products can reduce downtime, reduce … [Read more...]