Types of Sales Questions

Types of Sales Questions

Types of Sales Questions

I have been thinking a lot about sales questions lately. Here at The Brooks Group, we teach salespeople how to use nine, different types of sales questions. Here they are:

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9 Ways to Overcome Objections (Before It's Too Late)

9 Ways to Overcome Objections (Before It's Too Late)

Here's a magic formula: > as trust in you and> confidence in the value of what you're offering rises, > fear of buying disappears.

I'd like to say a few things about building confidence in the value of what you're offering... Price objections occur when you haven't built enough value for what you're offering in the minds of your prospects. However, that shouldn't be a problem because

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Cold Calling 2.0 is Really About Warm Calling

Cold Calling 2.0 is Really About Warm Calling

I was on LinkedIn the other day, and came across a question about whether Sales 2.0 has killed Cold Calling. I decided to share my answer with our blog readers, too. To me, a cold call has three basic elements:

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Elevating the Sales Profession - Our Cause

Elevating the Sales Profession - Our Cause

Yesterday, in an impressive value-building move, our bank sent us a 40-minute video of a recent speech by bestselling business author Jason Jennings.  He spoke about his research on top-performing companies.  It was a great presentation, but one thing he said really caught my attention…

Great Companies Turn What They Do Into a CAUSE

A cause, he said, is more than a mission statement or vision statement. It’s big and bold. It’s inclusive. It's kind of like the BHAG ("Big Hairy Audacious Goal") that Jim Collins and Jerry Porras talked about.

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Stop thinking B2B & B2C Sales. Focus on P2P.

Stop thinking B2B & B2C Sales. Focus on P2P.

Stop Thinking B2B & B2C Sales. Focus on P2P.

No matter how you look at it, people buy from other people.

In sales, the term Business-to-Business refers to transactions between two or more corporate entities (and their employees) interacting in a complex manner to exchange value. These transactions can appear impersonal, highly-technical, and lengthy.

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Sales Leadership Conference

Sales Leadership Conference

Earlier this week, I was in Las Vegas for Selling Power Magazine's Sales Leadership Conference. It was for sales leaders who wanted to create more effective sales teams that yield higher productivity, sales, and customer satisfaction.

If there was a thread running through the conference, it was that we -- as Sales Leaders -- need to listen.

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6 and a Half Crucial Mistakes to Avoid When Selling

6 and a Half Crucial Mistakes to Avoid When Selling

Here are 6 and a half mistakes I have seen salespeople make. We are all guilty of some of these. However, I hope that this list will serve as a reminder to help you from engaging in the following mistakes.

1. Never quote price to an unsold buyer

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Three Powerful Words in Sales

Three Powerful Words in Sales

I was speaking to a salesperson the other day and was asked if there are any specific power words to use in selling. While there are many words that work from a sales and marketing perspective, I have found that there are three words that — when used properly — carry tremendous influence, no matter what the situation, regardless of the industry and irrespective of the type of person you are meeting with. They are:

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Seven Keys to Highly Effective Prospecting

Seven Keys to Highly Effective Prospecting

Recently, I was having a conversation with a client who mentioned that, even in our current economy, his top salespeople were still leading the pack! They were doing so with numbers a bit lower than the previous year. In actuality, everyone's numbers had dropped across the board, although some drops were more severe than others.

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Prospecting Tips: Direct Value Statement

Prospecting Tips: Direct Value Statement

Can't it be hard to get appointments with prospects? We've all had the experience of leaving phone messages, or networking at events, for prospects we are fairly sure are good ones. I can't give you the magic tool that will make every prospect call back - or accept your next call - but I can make a suggestion that will improve your odds significantly. When you call a prospect, what goes through his or her mind?

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