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Achieve your Sales Targets with your Sales Pipeline
Being aware of and managing the amount in your sales pipeline each week, fortnight or month can have the single biggest impact to achieving your sales consistently from month to month and quarter to quarter. It is an important forecasting tool that all businesses should use even if they don’t have salespeople, as it clearly shows how many sales to expect and when to expect them.
Boost your Sales through Reinvention
Is it just me or is 2009 going to be the biggest and best year yet? Despite what is being reporting in the media and what we are seeing overseas, many of the people that I’ve spoken to recently are extremely motivated and confident that 2009 is going to be their best year yet (including me). So if 2009 is going to be your best year yet, now is the perfect time to sit down and work out what you want to achieve and what you need to do to make this happen.

Build your Sales Pipeline and Boost Your Prospect Numbers
Do you get frustrated constantly searching for prospects and contact information? The traditional methods of building a list of people that you can market and sell to such as purchasing databases, driving around business parks and noting the tenants of buildings that you walk past are great, and they do work, however, they are costly and time consuming.
Business Networking Tips
Networking has been good to me over the years. Apart from referrals, it has been the single most successful way of generating new business and building my professional network. It must be the salesperson in me, but there is nothing more rewarding than meeting and connecting with new people who end up as friends, associates or clients.

Consultative Needs Based Selling Approach
Looking at your business from a sales perspective and most importantly understanding your business from a client perspective, is one of the most important first steps in sales. Most people hate being sold to but love the feeling of buying; so the clearer you can explain how your business helps and "what is in it for them" the easier it makes prospective customers to make a buying decision. The consultative/problem solver approach qualifies and listens to the customer and helps them to buy what they need. The consultative approach focuses on the needs of the customer and how you improve or benefit them in some way.
How can I increase the number of Referrals I receive?
I’m sure most of you would agree that selling to someone who has been referred to you is much easier and more enjoyable than those generated through traditional sales efforts such as direct mail and cold calling. The success rate is higher because they are in the market for your services and are also much less price sensitive because the referring party has told them the value and benefits that you can deliver.
How can I make cold calling easier?
Lately I have been working with a number of sales teams to help them increase the success of their cold calling and I thought I would share with you some of my tips for success:
How can you find the best of the best in sales?
Many people believe great sales-people are born, not made but I disagree because sales is a process that can be taught to anyone and it is simply how the process is applied that separates good from great. Success in sales comes from skill development, attitude, confidence and behaviour.

How to avoid being a pest in your sales follow up
Did you know that one of the biggest gripes against salespeople by decision makers is the lack of follow up? Many people resist following up because they find it uncomfortable and don’t want to seem pushy or annoying and many people don’t follow up because they simply forget. This lack of follow-up presents a great opportunity for those who are organized and take the time to do it.
Overcoming Sales Objections
Objections are simply reasons or concerns that a prospective client has as to why they won't make a decision when you want them to. You will hear statements such as:

Quick Prospecting Tools
Do you get frustrated constantly sourcing new sales and contact information?
Sales Tips to give your sales a boost in 2010
customers, the same results can be achieved. Besides, you can find new customers from referrals within your existing client base. Here is a couple of quick tips to help you build your revenue in 2010.
Quick Tips to Presenting Proposals
These quick tips will help to reduce some of the 'discomfort' that can be associated when presenting your pricing options
SALES TIPS AND TRICKS
Want to increase sales but don’t have the sales skills or worried you will come across as an aggressive, pushy sales person? The key to developing confidence in sales is by being flexible and open-minded about trying something new!
Sales Tips for Selling in a challenging economy
It’s difficult to ignore the news of the financial crisis that is occurring around the world and the fear and uncertainty that it is creating. Here in Australia many companies have been tightening their budgets and reducing their spending over recent months and it looks like it’s going to continue. So what does this mean for those of us running businesses or working in sales?
Sales Tips for the First Appointment
“It’s all about planning and preparation” It’s amazing how many sales people and business owners I talk to who under-estimate the value and importance of planning and preparing for a first appointment.

Don’t Waste Your Energy Asking Why. Sometimes That’s Just the Way it Is!
Don't you just love it when you are cooped up in the car with young children, going on a long trip and every time they see something they haven't seen before, they begin with the questions? Well, if you are anything like me ... it drives you nuts! :) I understand these questions are an absolute requirement for their development and the answers you provide goes a long way in developing their intellectual capital. So, although it can be extremely frustrating and annoying, as parents, we need to take the time to answer these questions and show as little irritation as possible so you don't deter their inquisitiveness and stifle their growth. Even though this is true it'll still drive even the most patient of people crazy when every explanation is met with the question ... "Why?"
Ten Things You Can Do To Read People Quicker
Understanding people means being able to notice how they operate in conversatons, meetings and interactions. This means becoming like a video camera or detached observer; in the conversation yet hovering above it and noticing what's happening in the space between you. Skilled questioning, listening and observing helps you build a much deeper understanding and increases your opportunity to engage and influence.
Ten Things You Can Do To Quickly and Deeply Understand People
To really understand and evaluate people quickly, skilfully and elegantly means using structured questions and collating the answers in a mental model that gives you a rich picture to examine and review. Understanding different types of questions and using specific listening techniques can help you dramatically improve your questioning and listening in performance appraisals, selling and recruitment interviews.
NIQCL is more than 5 cents.
"Many failures in sales initially seem like a success to the rep! They get their perception of the facts, and propose a solution that makes sense to them. The problem is they didn't get the customer's perception of the facts, so their solution may not be sensible to the customer."
Are you boring prospects with your questions?
When you ask ‘thinking, open style' questions it can help you to win new business much quicker and with fewer objections. Additionally, when you help prospects to think about the needs of their business and to really think about current or potential problems or challenges they may face, they start to see you differently and understand the value you can add to them or their business.
Climb That Tree and Increase Your Sales
Most salespeople will tell you today that a lot of the business has gone away. The fruit that was once hanging so low in the tree is gone---picked away by the competition---caused to die away by the economy. In fact, it is these statements that trigger the VICTIM mentality and tend to shut down a good portion of the selling efforts. Listen to me: With very few exceptions, there is still plenty of opportunity (fruit) in the tree. Now is the time, however, that we need to learn (or re-learn) how to climb! Now is the time when the “weeding out” process begins. Now is the time when those who “cannot or will not” are replaced by those who can, will, and DO!

Other questioning Related Articles

Aligning Corporate Teams
How Individuals And Teams Get Aligned Fast With A Process Of Questioning, Energy Shifting, Self-Esteem Raising, And Confidence Building

Going Beyond Needs Discovery
Buyers don't buy on needs, they buy on emotions. As a salesperson, we must dig deeper with our questioning and understanding of a prospect to get to what truly matters.
Lesson #3: Question Convention
“The most important aspect of my personality, as far as determining my success goes, has been my questioning conventional wisdom, doubting the experts and questioning authority,” says Ellison. “While that can be very painful in relationships with your parents and teachers, it's enormously useful in life.”
Powerful Questions to Impact Change
Questioning is one of the most common leadership tools. But, what is your intend when asking a question? Do you want to find out the progress status on a certain project? Or do you want to engage and motivate a team member to accelerate in their performance? Or is it both? Now ask yourself: How successful is your questioning in which situation?

Recruit Owners not Employees
As you become proficient at questioning, you’ll be able to reveal a candidate’s motivation for considering that specific career. You’ll make better recruiting decisions and as a consequence have more time to devote to the candidates that will succeed.

What to Ask When Recruiting
As you become proficient at questioning, you’ll be able to reveal a candidate’s motivation for considering this career. You’ll make better recruiting decisions and as a consequence have more time to devote to the candidates that will succeed.

Build your network faster with smarter questions
Networking can be a waste of time or it can be very profitable. What determines the difference? You - and how you approach the science of networking. To build a more profitable network you need to understand and master the power of questioning. Networking without good questioning is doomed to failure.

Marketing: Don’t they know it’s good for them?
Sometimes even convincing your nearest and dearest, to do something, you know will benefit them, can seem impossible. Now try doing that to strangers! That is what marketing seems like to most business owners. So do you do it? How do you create your message? By questioning existing customers who are similar to the ones you are going to market to.
These Are The Good Old Days
Are you going through a time of struggle and uncertainty these days? Are you questioning what tomorrow may bring? Well, realize one thing for sure, you're not alone.

Where is your inner six year old when you need them?
One of the biggest issues for sales people is knowing the right questions to ask customers. In our experience many people complain of not knowing how to structure questions, or knowing what type to ask and when to ask them. In fact, we have found that many people are often caught wanting in the questioning department and suffer from what we call ‘amnesia questionitis’. Why is this so? Why are so many people paralysed when it comes to the vital skill of questioning? If you have been around any children aged from 3-6 years old you will know that they do not suffer from ‘amnesia questionitis’. In fact they never stop asking questions. It has been shown that asking questions and seeking answers comes naturally to all of us and as children we excel in this area. They also excel at listening too.

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