Discovery is the most important part of the sales process. It is here that you build emotional connections with stakeholders and gather the information you need to build the case for doing business with you. Many sales professionals tend to…
Lead Qualification is a Cornerstone of Professional Selling Lead qualification is crucial to helping us identify which of our offerings is most applicable and relevant to prospects. Basically, we qualify leads to help us sell more. Modern selling goes beyond…
On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport…
The Magic of Silence By practicing tactical patience, you will be able to connect to your prospect and fulfill their insatiable human need to feel important. These two discovery calls show the impact of letting your prospect do the talking.…
People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t. That is until I ask questions.…
Talking comes easily for most sales reps, but getting others to listen is a bigger challenge— and a critical element to your long-term success. Many sales reps have convinced themselves (and try to convince others) that their "communication” skills are…