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To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions.
Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution.
Sales training is essential to an organization's success, and it's a powerful tool for developing the full potential of every sales rep. Not all sales training programs are created equal, however, and the success of a program is due in large part to the individual delivering it.
2018 was a big year for The Brooks Group. Before we jump into the bustle of the New Year, we want to take a moment to recap the exciting and memorable moments from the past 365 days.
If you’ve never joined us for one of The Brooks Group’s Briefinars, you might be wondering, “what the heck is a briefinar?”
Let’s review it now:
Briefinar
noun [breef-uh-nahr]
A short webinar designed for the busy sales leader who craves quality insight—but needs it in 20 minutes or less.
This blog – the Sales Leader blog – is designed to provide resources for anyone charged with leading a sales team or improving its performance.
A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience?
Online sales presentations have become a critical part of almost every B2B sales process. Presenting online reduces many of the cost and time barriers associated with traditional in-person presentations, while modern conferencing technology makes it possible to deliver all of the benefits.
The key to understanding what a prospect wants and needs lies in the follow-up question.
Great questioning is a skill every successful salesperson has mastered, and the follow-up is a critical part of that questioning process.
Few jobs are more demanding than that of the sales manager. Meetings, more meetings, emails, coaching, and reporting are among the mountain of tasks you have to juggle on a daily basis.
With just a few tools and techniques for managing your time better, you can stress less, get more done, and spend time on the high-gain activities that move you and your team forward.
Part of improving sales enablement and maintaining a strong customer-focus is being aware of the buyer’s journey and how it aligns with your sales process.
Once your reps are able to connect the two they can:
At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers.
The strategy (which we’ll outline below) allows a sales rep to uncover the wants and needs of the buyer—and even the unstated emotions that will ultimately impact purchasing decisions.
Choosing a sales keynote speaker for your annual sales meeting is a challenge. To make your event memorable and productive you need the kickoff to be engaging, inspiring, educational, and relevant.
Finding all of those qualities in one sales keynote speaker, within the budget you’ve been given, can be daunting.
