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April 25, 2006

By Keith Rosen, MCC

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All About Selling

| Time: 1:08 am (UTC+8)

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Keith Rosen, MCC

Profit Builders LLC
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Partner Content

Are Salespeople Asking Prospects the Wrong Questions?

"Are salespeople asking their prospects the wrong questions?" The answer to this question? Well, it’s actually yes and no. Yes, many salespeople are asking good questions that help uncover whether or not the prospect is a fit for the product or service they are selling. Conversely, many are asking the wrong questions that drive the prospect away from you, rather than move them closer to a sale.

Before You Qualify Prospects Using Better Questions, First Make the Questions Fit For You

Looking for the ultimate fix and perfectly flawless solution quickly becomes a diversionary tactic and justification of your current performance, as well as an excuse why you do not have to change you ways or try something new.There are very few universal hard and fast laws when it comes to selling that work 100% of the time. Thinking in absolutes leaves no room for innovation or creativity. Discover why rigid thinking blocks the ingenuity we need to tap into that fosters change and improved ...

My Blog Voted Top 100 Blogs to Boost Your Sales Skills

"Top 100 Blogs to Boost Your Sales Skills." Looks like my blog has been included in this list.

When and How to Ask for Referrals

To complement my last blog where I shared some valuable tips on how to generate more referrals, I felt we needed to get even more tactical by revisiting the positioning, language and the dialogue you need to be mindful of when actually asking for a referral, as well as the proper time and place to do so. Below is a strategy that has helped many salespeople and non selling professionals build their pipeline and their practice by knowing when and how to ask for referrals. What follows is a ...

Tony Alessandra Week on CanDoGo - Generate More Referrals

Here's one tip in particular I felt was so relevant during a time where customer retention and acquisition is top of mind for all companies and salespeople. Here are some best practices when it comes to asking for referrals.

The Seven Types of Prospectors -- Get Your Copy of This E-Book for Free Today

What kind of prospector are you? Although developing a unique, personalized approach to prospecting is encouraged, there are some pitfalls to be aware of and some communication styles to abandon that you may not even be aware of which will sabotage your prospecting efforts. Use this guide to uncover which of the seven types of prospectors you most closely resemble and what you can do to adjust your prospecting approach and communication style for maximum impact.

My Meeting with Zig Ziglar – A Timeless Message Regarding the True Definition of Success and How to Achieve It

I had the distinct pleasure last week of sitting down and meeting with the master of selling and personal development, the often imitated but never duplicated, Zig Ziglar."Wow! What an amazing experience. What did he teach you that was new?" This is the first reaction I would typically hear from people when first telling them I had spent an afternoon with Zig and time at his headquarters. So, what impact did Zig leave on me that I have taken to heart? What profound, new and valuable message was ...

My Afternoon with Zig Ziglar

Here's one of the photos that was taken at Ziglar headquarters in Plano, Texas in the studio after my conversation with Zig last week that I'm fortunate to say we captured on video. So, keep your eyes out for those clips which I hope to post soon!

PODCAST: Benchmark Best Sales Practices to Achieve Your Sales Goals

Sure, you can ask your prospects the more generic questions about the current products, services, solutions and venders they currently use. But what about the questions that facilitate a buying decision; the tougher questions that help you better understand if this prospect is, in fact, even qualified to buy from you now, in the near future or ever? In this podcast, I detail several critical questions you need to answer that will enable you to uncover the gaps in your data pool that in turn, ...

PODCAST: Want Full Accountability Within Your Team? Coaching People to Become More Accountable

In this podcast, I’ll share with you the steps you can take to coach people to become more accountable around their job and their goals, and the questions you can use to achieve this critical objective. (Oh, and did I mention that by following this process, you no longer have to be positioned as the bad guy!) ...