Author: bchillingworth

Scoring winger with the mentality of a 4th line grinder. Self-improvement enthusiast. Passionate about the pursuit of perfection.
Killer Sales Questions are not an alternative to effective probing

Killer Sales Questions are not an alternative to effective probing

I recently stumbled upon a few articles (I won’t link them to protect the guilty) that claim to provide salespeople with ‘killer sales questions’ to help them win more business. I thought their questions were terrible, and as a result I’m going to write about how you should ask sales questions. ‘Killer sales questions’ are not …

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The best salespeople keep it simple, stupid

The best salespeople keep it simple, stupid

The best salespeople run presentations, interact with prospects, and close sales with the K.I.S.S. strategy. If you’re not familiar, it stands for Keep It Simple Stupid. Keeping it simple in sales is about finding the easiest, and most repeatable path to close sales. Keep it simple, stupid might sound like buzzphrase, but it has an interesting origin story. An aircraft engineer …

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Preempting is the best way to handle sales objections

Preempting is the best way to handle sales objections

Sales professionals always ask what the best way to handle sales objections is. The best salespeople don’t handle objections the way you think – they plan ahead. They handle their customers objections by preempting them before they come up. Normal sales objection handling is reactionary, while preempting objections is anticipatory. Objection handling is a skill you …

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The best way to motivate salespeople is nearly free

The best way to motivate salespeople is nearly free

How do you motivate salespeople? Is it incentives? Uncapped commission? A vacation to Mexico? Those types of spiffs are great for creating short-term motivation. Salespeople that are consistently motivated care about the company and it’s success. You should strive to create a company that they want to work for long-term. The blueprint is out there, …

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Salespeople should practice like the best actors in the world

Salespeople should practice like the best actors in the world

The best lines in movie history were well rehearsed, yet sales professionals think they deliver a well-crafted pitch without any sales practice. Sales professionals think that conducting demos and meetings will be enough. It might be enough for some, but the majority won’t be able to survive off of that. The best speeches, movie roles, …

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