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January 08, 2018
Written By: Laura Lloyd

 Identifying the 4 Buying Behavior Styles to Sell More Effectively | The Brooks Group

[Don’t miss the downloadable version of the Behavior Style Communication Guidelines at the end of this post!]

January 03, 2018
Written By: Lisa Rose

How to Uncover Buyer Needs with Sales Probing Questions | The Brooks Group

Asking effective probing questions is critical to high sales performance. With the right questions, your salespeople can uncover the buyer’s needs and wants, as well as their budget and decision-making process.

Here’s what you need to know to help your reps develop and master critical questioning skills.

December 27, 2017
Written By: Rich Recchio

2017 in Review – Birthdays, Gong Ringing, and the Future of Sales Training | The Brooks Group

2017 was a big year for The Brooks Group. We thought we’d use this final blog post of the year to recap some of the more exciting and memorable moments.

December 18, 2017
Written By: Marcia Neese

The 9 Sales Reference Check Questions You Need to be Asking | The Brooks Group

When hiring for a sales position, the candidate’s reference check is often treated as a formality. That’s a mistake.

While it can be tough to get a professional reference to be honest about a candidate’s strengths and weaknesses, asking the right open-ended questions can yield valuable information to help you make the best sales hiring decision.

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