Sales Training

This page is a database of articles and downloadable white papers on many different aspects of sales training. You can search for any particular topic (e.g. "cold-calling") by typing it into the search box above the list of contents to the right. If you use the productivity tools in Connect (Calendar, Contacts, Workshop, Dashboard) you can use your dashboard results to see which areas of selling you have the most weak spots and then come to this page to find training resources to help you improve.

Power Sales Questions

Questions focus our thinking.
Ask empowering questions like: What's good about this? What's not perfect about it yet? What am I going to do next time? How can I do this and have fun doing it? Charles Connolly

1. What’s the biggest challenge that you are facing at the moment?

2. What other problems are you experiencing?

3. What are you currently doing to deal with the problem?

4. Who are you using / doing now?

5. If you could have things the way you wanted, what would it look like?

6. Do you have any preference?

7. What is important to you in finding a solution to this?

8. What are your top 3 requirements that this solution just has to have?

9. Are you working within a budget for this?

10. Have you got a ball-park figure in mind?

11. Is there anything I have overlooked?

12. What alternatives have you considered?

13. Have you got any questions you’d like to ask me?

14. Is there anyone else involved in making this decision other than yourself?

15. How soon would you like this?

16. What would you like me to do next?

17. Could you please give me some background to this?

18. What 3 key outcomes do you want from this?

19. Have I covered everything off?

20. What are the next steps?

21. Do you have any questions for me?

22. When are you looking to start?

23. How does this sound / feel to you?

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Sales Training