Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. When this is the case,...
Differentiating Yourself: How to Use Emotional Intelligence in Sales
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Top 7 Consultative Selling Strategies for Your Sales Team
In today’s marketplace, consultative selling is a critical differentiating factor. Competition is fierce. Buyers have...
9 Best Types of Sales Questions (and How to Ask Them)
I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking...
The Ultimate Guide to Asking Open-Ended Questions on Sales Calls
To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions....
Best Practices for Effective Sales Conversations
Sales conversations can be tough. It’s easy to assume you know what the customer wants and rush the close. But if...
Unlock Investigate: The 1st Key Fundamental of IMPACT Selling®
This article is part of our Key Fundamentals of IMPACT Selling® series. How Is Your Team Perceived? Let’s pause for a...
How To: Overcome Budget and Timing Excuses
The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need...
How To: Effectively Engage Your Prospect
Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set...
How To: Turn a Suspect Into a Prospect
Your Team Doesn’t Have a Closing Problem One of the most common requests we receive at The Brooks Group is for sales...
Using Emotional Intelligence to Build Trust in Your Brand
(EQ)We all know that developing trust is one of the keys to long term sales success. Unfortunately, trust takes a big...