Sales Conversation: Asking the Right Questions
Jake Botkin I read this article online about asking the right questions in the sales conversation. It’s no secret that the salesperson has an objective that they want to reach when having…
Jake Botkin
Controlling a Sales Conversation
I read this article about how to control a sales conversation as the salesperson. The author, James Meincke, provides tips in controlling the conversation that would help the salesperson control…
Clarifying Questions: Answering a Question with a Question
I read an article about asking questions from your prospects to find clarity. In this article the author, Joe Marr, starts by explaining the importance of how this is applied.…
Addressing Pain Points: The Difference Between B2C and B2B
In this article the author, Dan Tyre, sets the scene by explaining that it is imperative to have a prospect that is genuinely interesting and one that is able to…
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Going for the “no”
The premise behind “going for the no” is that you should make it a goal to hear and to meet with a resistance and rejections, as opposed to making it…
Jordan Belfort: What we can Learn From Him
Jordan Belfort was a salesperson who sold people on using his services on Wall Street, but he is extremely good at selling. In the movie The Wolf of Wallstreet we…
Qualities That all Good Salespeople Have
The question of what makes a good salesperson has been a popular question. In this article the author expresses 5 characteristics of a great salesperson. From traditional door to door…
The Importance of Asking Good Questions to Help Understand your Customer
Finding a customer problem is the first step to winning the business and the part of the sales conversation where many reps. struggle. You want to create a value-based sales…
Talking about Money: On a Sales Call
A lot of people tend to have a hard time talking about money on a sales call and that has a lot to do with how you feel about money.…
Selling: The Power of Perspective
In this article, Dan Ariely, and his team of behavior economists (at MIT), conduct a study which was run like this; students had to pick 1 of three different options…