In sales, we have learned that the best way to achieve success is through a deep understanding of our customers’ needs. Over the last 20 years, the majority of sales training has taught us the importance of asking good questions - open-ended questions, probing questions, exploratory questions, etc. While the ability to ask good questions...
By: Matthew G. Hallett | Bobby Hoffman, Ph.D. There are many factors that impact a salesperson's success. Some of these factors are within a salesperson’s control such as the number of calls made, or the number of appointments scheduled. However, there are many other factors that are beyond a salesperson’s direct influence such as economic conditions,...
Coaching is the universal language of change and learning. If you’ve ever had a great coach in your life, you know that a great coach can inspire you, motivate you, and guide you towards reaching your full potential. Coaching is one of the most important levers front-line sales managers can use to drive sales performance. According to...