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Qualifying Prospects: A Sales Leader Guide to Elevating Selling Skills

Qualifying Prospects: A Sales Leader Guide to Elevating Selling Skills

by Dan Markin | Feb 23, 2024 | Prospecting Skills, Sales Leader Blog, Sales Performance Improvement, Sales Prospects, Sales Training

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling...

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The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

by Spencer Wixom | Jul 11, 2023 | IMPACT Selling®, Prospecting Skills, Sales Leader Blog, Sales Performance Improvement, Sales Prospects

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions....

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Unlock Investigate: The 1st Key Fundamental of IMPACT Selling®

Unlock Investigate: The 1st Key Fundamental of IMPACT Selling®

by Spencer Wixom | Apr 19, 2023 | IMPACT Selling®, Prospecting Skills, Sales Leader Blog, Sales Prospects, Sales Training

This article is part of our Key Fundamentals of IMPACT Selling® series. How Is Your Team Perceived? Let’s pause for a...

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How To: Get Your Price

How To: Get Your Price

by Michelle Richardson | Mar 8, 2023 | Negotiation, Presentation Skills, Sales Leader Blog, Sales Pitches, Sales Prospects, Sales Training

How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step,...

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How To: Sell Against Lower-Priced Competition

How To: Sell Against Lower-Priced Competition

by Michelle Richardson | Feb 21, 2023 | Negotiation, Presentation Skills, Sales Leader Blog, Sales Pitches, Sales Prospects, Sales Training

Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify...

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How To: Overcome Budget and Timing Excuses

How To: Overcome Budget and Timing Excuses

by Lee Richards | Feb 8, 2023 | Prospecting Skills, Sales Coaching, Sales Leader Blog, Sales Prospects, Sales Training

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...

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How To: Effectively Engage Your Prospect

How To: Effectively Engage Your Prospect

by Lisa Rose | Jan 25, 2023 | Prospecting Skills, Sales Coaching, Sales Leader Blog, Sales Prospects, Sales Training

Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set...

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How To: Turn a Suspect Into a Prospect

How To: Turn a Suspect Into a Prospect

by Spencer Wixom | Jan 10, 2023 | Prospecting Skills, Sales Coaching, Sales Leader Blog, Sales Prospects, Sales Training

Your Team Doesn’t Have a Closing Problem  One of the most common requests we receive at The Brooks Group is for sales...

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