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questioning skills

Grow your sales by the questions you ask

May 2, 2017May 2, 2017 Brendan Walsh

This is our third blog aimed specifically at questioning skills for salespeople. The third in a trilogy, a bit like Lord of the Rings but without the elves. (more…)

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Are you asking needs oriented questions in your sales meetings?

July 7, 2015August 31, 2016 admin

For any salesperson needs oriented questions, and the requisite ability to listen that goes hand in hand with them, are by far the most important of the wide range of skills needed for high performance. In fact, we’d say Needs oriented questioning is the most important part of any sales meeting. (more…)

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Closing the sale

May 25, 2015August 31, 2016 admin Leave a comment

People often ask me for a magic question to use when closing the sale. A killer question!  As if one question would make all the difference if you haven’t understood the clients’ needs properly! (more…)

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Needs-Based Selling Questionnaire

July 5, 2014October 16, 2016 admin

Get a pen and paper and rate yourself and / or your team on the following needs-based selling skills, where 10 is fantastic and 1 is poor. (more…)

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Questioning Strategy 2

April 3, 2013October 16, 2016 admin

This month we’re going to build on last month’s tip https://www.hawthornbusinessgroup.co.uk/questioningskills/ ‎ about having an effective questioning strategy in sales discussions.  We know that all salespeople try to ask questions, but in our experience very few do it effectively. This is borne out by customer feedback. (more…)

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Sales Questioning Strategy

March 28, 2013October 16, 2016 admin

As salespeople we all know that we need to ask questions to understand the needs of our customers.  Indeed, we all say that we do it and that we do understand their needs, even though 80% of customers say we don’t do it effectively! This makes you sales questioning strategy of vital importance. (more…)

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Sales quiz – could you be making more money?

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Hawthorn Business Group

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Edinburgh, EH10 5AH

brendanwalsh@hawthornbusinessgroup.co.uk