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Questioning Skills: Learn How To Work Smarter, Not Harder

Posted by Jana Love

May 16, 2017 9:04:00 AM

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Not all questions are created equal. Learning how and when to utilize different types of questions and questioning techniques will mean the questions do the heavy lifting for you. You need to think: work smarter, not harder. 

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Topics: Communication, Discovery and Questioning Skills, Qualifying

Qualifying: The Blueprint of the Sale

Posted by Jana Love

Oct 27, 2015 10:00:00 AM

Qualifying is the blueprint of the sale and the foundation of the sales process, and yet what we find when sales people qualify is a hurried, non focused attempt. 

The act of qualifying the customer means you will ask questions to determine information about the customer's needs and expectations. 


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Topics: Confidence, Communication, Sales and Selling, Discovery and Questioning Skills

Inbound Sales Calls: Your Cheat Sheet

Posted by Katie Scheer

Jul 28, 2015 10:37:00 AM

Hotel_Agent-_sales_cheat_sheetSelling suicide: to take inbound calls from inquiring prospects and to not have a structured plan for how to guide the call.  Never fear because we have a cheat sheet for you which is a very basic guide for you to build upon.  And guess what?  Much of what is on this free resource can work for outbound calls too!  The added structure to your calls will boost your confidence and gain you more qualified leads and most importantly, MORE SALES. You are welcome. 

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Topics: Sales and Selling, Discovery and Questioning Skills

ProTip: Your First Response to a Stall or an Objection

Posted by Michelle Nitchie

Jul 9, 2015 10:00:00 AM

Stop_Sign_Marker_PicWhat is the difference between a stall and an objection?  A stall is, "I want to think about it," or "I have to meet with other people."  An objection is, "Your price is too high," or "We have a satisfactory supply."  Both are putoffs which basically say, "You haven't sold me yet."  The bottom line is conversion.  You have to convert their lack of confidence, their lack of trust, and their lack of perceived value into a sale.

- Jeffrey Gitomer, The Little Red Book of Sales Answers

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Topics: Business Skills, Sales and Selling, Discovery and Questioning Skills

ProSolutions Blog - Educational tips and learning resources to help you to be a master of customer service and sales; to improve yourself personally, as an employee, and as a leader; and much more.

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