Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling...
Qualifying Prospects: A Sales Leader Guide to Elevating Selling Skills
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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....
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: Get Your Price
How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step,...
How To: Sell Against Lower-Priced Competition
Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify...
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...