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How to Ask the Right Sales Questions

Topics

Sales Management

Sales Strategies

This event took place on July 20, 2011

Summary

The right sales questions will get the right answers.But what are the right questions to ask your prospects? This panel of experts will share their experiences and provide best practice ideas you can put to use right away.

Speakers

President and CEO

Partners In EXCELLENCE

details

President

Falcon Performance Group...

details

Sales Trainer/Consultant

McCord Training

details

Dan Waldschmidt

ordinary dude with an ou...

Waldschmidt | Arp

details

Managing Principal

Outside Technologies, In...

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Participants

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@sandyhubbard tweeted

RT @donfperkins some of these questions we're afraid to ask because the customer might say no, we ought to ask them anyway. @davidabrock #FocusRT20

@tamaraschenk tweeted

RT @funnelholic RT @LaurenEHarper "#Sales reps aren't trained to care about their prospect, they are trained to care abt their quota." @DanWaldo #FocusRT20

@KyBedard tweeted

Cheers! RT @LaurenEHarper It's important to understand what moves people to make a decision @DanWaldo #FocusRT20 #sales <Agree!

@sarahmiller41 tweeted

RT @LaurenEHarper Asked 'Is there a "right" amount of research to do on your prospects?' on @Focus http://www.focus.com/questions/there-right-amount-research-do-your-prospects/ #sales #FocusRT20

@LaurenEHarper tweeted

Asked 'Is there a "right" amount of research to do on your prospects?' on @Focus http://www.focus.com/questions/there-right-amount-research-do-your-prospects/ #sales #FocusRT20

@LaurenEHarper tweeted

THANK YOU to @davidabrock @DanWaldo @Andy_Rudin @paul_mccord & @jackmalcolm for a very stimulating #FocusRT20! #sales

@donfperkins tweeted

+1 RT @laureneharper It's important to understand what moves people to make a decision @DanWaldo #FocusRT20 #sales

@KyBedard tweeted

RT @donfperkins information gathering is great, but there comes a point when you simply have to make the call. - Paul McCord #FocusRT20

@LaurenEHarper tweeted

It's important to understand what moves people to make a decision @DanWaldo #FocusRT20 #sales <Agree!

@donfperkins tweeted

@danwaldo the great storyteller. #FocusRT20 I like how he thinks in stories!

@donfperkins tweeted

some of these questions we're afraid to ask because the customer might say no, we ought to ask them anyway. @davidabrock #FocusRT20

@donfperkins tweeted

is digging the great tips from an all star #sales cast on @focus @davidabrock @danwaldo paulmccord @jackmalcolm @andy_rudin #FocusRT20

@tamaraschenk tweeted

RT @donfperkins information gathering is great, but there comes a point when you simply have to make the call. - Paul McCord #FocusRT20

@funnelholic tweeted

RT @LaurenEHarper "The 3 really good sales questions that I always ask are why why and why." @jackmalcolm #FocusRT20 #sales

@LaurenEHarper tweeted

"The 3 really good sales questions that I always ask are why why and why." @jackmalcolm #FocusRT20 #sales

@LaurenEHarper tweeted

It's very easy to fall into the trap of the never-ending research that is social media @paul_mccord #FocusRT20 #sales

@donfperkins tweeted

information gathering is great, but there comes a point when you simply have to make the call. - Paul McCord #FocusRT20

michele price asked a question

How to uncover their pain?

How can we move from the place of inspiring the client to how to ask better questions in sales process. I care too much and need better sales skills, so directing that caring with powerful questions.

July 20, 2011

1 Answer · Answer this Question

Alberto Quiroz asked a question

Are the best inside sales reps introverted?

My Friend Niki Wiess (Sales trainer) told me once that best sales people were introverted, simply because introverted people are better listeners, and don't tend to drive the customer in a pushy way like your every day sales man perception. What's your take on it?

July 20, 2011

1 Answer · Answer this Question

michele price asked a question

Can we focus on how to better qualify and move client along in their pain? I have the caring I need

July 20, 2011

Be the first to answer

@funnelholic tweeted

RT @LaurenEHarper "#Sales reps aren't trained to care about their prospect, they are trained to care abt their quota." @DanWaldo #FocusRT20

@LaurenEHarper tweeted

"#Sales reps aren't trained to care about their prospect, they are trained to care about their quota." @DanWaldo #FocusRT20

@donfperkins tweeted

love it: RT @salesdujour "If you don't care, you shouldn't be in sales" @davidabrock #FocusRT20 pack your bags and go somewhere else!

@LaurenEHarper tweeted

We don't have a question problem & we don't have a convo problem in sales- it's a caring problem @DanWaldo #FocusRT20 #sales

@Focus tweeted

The @Focus roundtable 'How to Ask the Right Sales Questions' starts NOW! Dial in! http://t.co/hGihYGy #FocusRT20 #Sales

@LaurenEHarper tweeted

The @Focus roundtable 'How to Ask the Right Sales Questions' starts in 15 mins! Dial in! http://t.co/hGihYGy #FocusRT20 #Sales

@anvita tweeted

I'm attending @Focus Roundtable: How to Ask the Right Sales Questions on 7/20 at 9 AM PT. http://t.co/5kxAeNq #FocusRT20

Craig Rosenberg asked a question

How do you train sales people to ask better questions?

July 20, 2011

9 Answers · Answer this Question

Craig Rosenberg asked a question

Why is it so hard for sales people to listen instead of talk at their prospects?

July 20, 2011

11 Answers · Answer this Question

Craig Rosenberg asked a question

Is asking the right sales questions at the right time a mentality or just a sales process?

I have found that the sales reps who ask the right sales questions typically understand "why" they are asking and frankly "where" they are going. Their line of questioning is intuitive and frankly sometimes challenging for the buyer. In some reps, you typically have someone with a list of questions who asks them off the sheet but you can tell their heart isn't in it. In other reps, the only question they ask you is budget and timeframe.

July 20, 2011

2 Answers · Answer this Question

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