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What's That Prospect Thinking?
Even the young gun sales star is in danger of becoming a dinosaur if they fail to reexamine their sales approach. The presentation that earned you a trip to Madrid two years ago may land you on Monster.com next year. Can you morph your presentation and sales strategy?

Other probing skills Related Articles

Crush Price Objections: Learn to sell value, not price
Two-thirds of the objections salespeople hear come from a failure to qualify and fully understand the buyer’s needs. Superficial probing by the salesperson or a narrow field of vision by the buyer may cause this. And where there is no value to the customer, price rears its ugly head.
Who's Asking the Questions Here Anyway?
What often happens on an initial sales call is the prospect asks the sales rep to justify themselves. Well, not actually in those words, but they ask the rep questions such as -- Describe what you do. What do you sell? Why should I buy from you? And other probing questions that not only put the sales rep in a defensive position, but puts the prospect in control of the meeting.
Are you asking questions that make your customers & prospects THINK?
Questioning or probing as it is also known, is most of the most important skills you can learn when dealing with customers and one of the most powerful. The ability to ask questions that uncover important information about a customer’s needs, current supply and willingness to change is a strong characteristic of a ‘consultative’ sales approach.

Top Customer Sales Questions to Increase Profits in 2009
Some salespeople and managers think they’ll keep clients happy by not ruffling their feathers with uncomfortable questions — but customers can’t solve problems they don’t acknowledge. Here’s how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business.

Developing Leadership Skills – Communication is Key
Developing leadership skills can help you advance rapidly in your career as well as change your perspective and ideas about what you want to achieve in life. Many people mistakenly believe that to be successful, these skills must be developed early in their careers and are attained only through formal training. This is not true. These skills can be learned at any time, especially if you decide to take the initiative and learn to develop them yourself. It is often hard to critique our own management style and skills, so you may decide to ask someone you trust for their feedback.

Non Verbal Communication in Presentations
Presentation skills, conversation skills and writing skills are the three keys to effective communication. In this post, I'd like to focus on some tips for using non verbal communication to improve your presentation skills. If you effectively use non verbal communication ideas you'll become someone whose presentations carry an impact -- and you'll be on your way to career and life success.
Why Employees' Leisure Interests are Good for Business
We all possess unique skills and talents, many of which come to the fore only when pursuing passionately-enjoyed leisure interests. Yet most businesses still only focus on the skills and abilities stated on job specifications. Skills audits rarely ask “what skills and abilities do you enjoy using in your personal life?” Passion promotes potential. To ignore skills used in passionate leisure interests is a major loss to the workplace.
Develop your Team’s Strategic Skill-Set
Leaders of marketing departments are charged with increasing the knowledge and skills of their team, but many do not have a plan for educating and developing their staff. Use this summary to identify which skills you have, and what strategies you can deploy to engage your team and expand their strategic & tactical skills. Don’t miss our Marketing Skills Matrix which outlines simple, developing, and advanced tactical and strategic marketing skills required for marketing executives.
Soft Skills Training
It is often argued that the education of hard skills is becoming more prevalent in schools and, as such, graduates are coming out more skilled than ever. Hard skills relate to abilities that are testable, such as typing or mathematical skills. Unfortunately, soft skills are often neglected and today’s grads find themselves incredibly skilled but unable to practically implement what they’ve learned. Soft skills relate to teamwork and interpersonal skills.
Blogging The Easy Way Is More Than A Trend
Blogging the easy way to make money is something that anyone with good writing skills can do. If you do not have writing skills that are up to par, you will want to improve these skills and you can actually make a living using your newly discovered writing skills.

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