Should I ask open ended or close ended questions in sales? http://www.youtube.com/watch?v=2C6qv7Z6s4A There are sales trainers and gurus out there who will tell you to NEVER ask a close ended question – at UpYourTeleSales.com we think that is CRAZY. When…
How do you acknowledge you’ve heard someone, but not agree with their point? http://www.youtube.com/watch?v=YrrCdEDRovo One of the top complaints about salespeople is that we don’t listen! Change this perspective immediately by acknowledging you’ve heard them. You don’t have to agree…
http://www.youtube.com/watch?v=P5LhLLAEucM Softening statements at the beginning of a question help make direct questions easier for the prospect or customer to hear and answer. They are designed to blunt the edge, take the harshness out, ensure the prospect or customer isn’t…
Who’s the decision maker? A great thing to know in sales, but the wrong question to ask. http://www.youtube.com/watch?v=bpgqQMwZYww Most business decisions are NOT made in a vacuum with one person, in their spacesuit, acting independently of what is going on…
In sales there is a big difference between what you, the salesperson, want to know AND how you ask your prospect or customer for the information. http://www.youtube.com/watch?v=PziK5VTCc90 “Who’s the decision maker?” and “When will I get the PO?” are both…
How do I get prospects to respond to my email? http://www.youtube.com/watch?v=mB7bv9tdfHU The first suggestion I have on how to get prospects to respond to your email is to buy Kendra Lee’s book The Sales Magnet; how to get more customers…
What is a conversation? The UpYourTeleSales definition of a conversation is “an exchange of ideas between two people.” http://www.youtube.com/watch?v=2FPwzSDiW_o This is different from a PRESENTATION – where you are talking to an audience… even if there are only two of…