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Two Skills Your Sales Reps NEED to Master: Listening and Questioning

As sales executives, it’s easy to spend all of your time focused on the number, while neglecting the process that will get you there.  But, the smartest sales leaders know that "providing the how" and developing a process for consistently coaching their reps is one of the fastest paths to meeting revenue goals.  

Two of the most overlooked essential skills are listening and questioning. While these may seem like easy skills to master, they're often the reason why many opportunities don't move forward. 

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How to Ask the Right Questions in Your Sales Process

There is no value without a customer problem. 

That premise is one of the most basic sales principles. As our own John Kaplan would say, “It’s Egypt old.” It’s also the catalyst to selling on value over your product’s features.

Finding a customer problem is the first step to winning the business, and also the part of the sales conversation where many reps struggle.