Tag Archive for: sales process

Is It Possible That Asking Questions Is the Wrong Thing To Do?

The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what’s bothering them so you can sell them a solution, you might miss TONS of opportunity.

In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn’t even know they have.

Also mentioned in this podcast:

Ever Wonder Where You Stand With A Prospect?

How many times have you been surprised by prospect behavior? You think you’re at Z and you come to find out you’re only at D.

Here is a technique that Bill and Bryan give you that helps you know where you are with a prospect.

The entire topic starts with a dating story (that’s actually quite funny.) But ends with practical sales advice for where you are in the sales process.

Also mentioned in the podcast: