Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Category Page for: Questioning Skills
Five Reasons to Use the Questioning Model of b2b Selling
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Just reviewing several notes on effective selling and realized a few sales people keep asking me the same question… Why Should I Use the Questioning Model of b2b Selling over the ...more »To Make an Impact, Ask Questions to Get a Prospect Thinking
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One mistake I see a number of b2b sales people do is asking simple questions a prospect can answer without any thought. Really, they go on auto pilot - usually ...more »Five Areas for Thought Provoking Questions
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We are being mislead by the continuous chorus of being politically correct or soft pedaling your questions. Well, throw those thoughts out the window - if you want to stay ...more »Customers Don’t Want to be Sold Anything
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Yes, that is totally and 100% correct. Customers or potential customers don't want to be sold anything. In fact, if you are using the same old school tactics they have already ...more »Six Techniques to Improve Effective Listening
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As a big believer in the use of the questioning model for b2b sales success, I need to share the other side of the equation. Making the environment safe for ...more »Questions Designed to Uncover the Decision Making Process
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It appears to me there are many b2b sales people who are looking for a blueprint regarding what questions can I ask to uncover information. Since the decision making process ...more »Five Strategic Questions to Ask Your Customer
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To join the ranks of the b2b sales superstars, you need to know more about your customers than your competition and in some cases even more than your customer knows ...more »15 Safe Questions to Ask Potential Customers
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I have noted a common question coming my way from several new b2b sales people - all asking about what questions should they use with their potential customers? Now the truth ...more »Drill Deep for More Information with Questions
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Recently I had a few conversations with several b2b sales people who asked me about how can they get more information from their buyers or decision makers? As we discussed ...more »Stop Asking Detail Oriented Questions
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Okay, seems some of your are still using your time with buyers or high level decision makers asking questions that are what I call Detail Oriented Questions. Stop It, Now! ...more »Buy B2B Sales eBook by Voss
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