Questions & Listening
Read ArticleIf You Sense It, Say It (Nicely)
Prospects drop clues about roadblocks. If you sense something is wrong, say it nicely, and use the Colombo approach to get a confused prospect to open up.
Topic
Questions & Listening
Use better questions and real listening to control the conversation and uncover the truth.
10 articles
Questions & Listening articles
Questions & Listening
Read ArticleQuestions – The Salesperson’s Best Friend
Whoever asks the questions controls the sales interview. Learn the four types - closed, open, encouraging, and leading - and when to use each.
Questions & Listening
Read ArticleControlling the Sales Interview
Whoever asks the questions controls the call. Use rewarding and refocusing to answer a question with your own and keep the prospect talking 70% of the time.
Qualifying Opportunities
Read ArticleThe Pain Conversation
The best investigators are the best closers. Use a sequence of pain questions to take a prospect from the big picture to the emotional cost of the problem.
Questions & Listening
Read ArticlePain Symptoms
A pain symptom is just the tip of the iceberg. Use open questions to surface a prospect's real issues, and make it safe for them to say no.
Qualifying Opportunities
Read ArticleThe Qualified Prospect
A prospect has pain, resources, and authority - a suspect just looks the part. The only way to tell them apart is to ask questions, not assume.
Trust & Rapport
Read ArticlePoor Listening Habits
Bad listening habits quietly cost you trust and rapport. Talk less, listen more, and follow the 70/30 rule on every sales call.
Trust & Rapport
Read ArticleActive Listening
Active listening is how you earn trust. Listen with the intent to understand, not respond, and prospects will share their real concerns.
Questions & Listening
Read ArticleThe Babble about “The Best”
Claiming you have 'the best' makes prospects skeptical. Get them to reveal their challenges with questions before you make any claims about your product.
Closing & Decisions
Read ArticleDon't Get Stuck in the Middle
Salespeople settle for vague optimism instead of a real commitment. Learn what a genuine commitment sounds like and how to ask for it.