The Best Sales Questions To Ask | Summary and Q&A

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December 21, 2011
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This Week in Startups
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The Best Sales Questions To Ask

TL;DR

Learn effective sales questions to ask your prospects in order to build a strong relationship, uncover key information, and maximize value.

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Questions & Answers

Q: What is the nightmare sales job for Jeb Brooks?

Brooks believes that a nightmare sales job is one where he doesn't believe in the value of the product or service he is selling. Without belief, selling becomes challenging.

Q: What is the purpose of the updated edition of the book "Perfect Phrases for the Sales Call"?

The original book was successful in giving salespeople helpful phrases to use during sales calls, but since 2006, sales has changed dramatically. The update reflects these changes and provides new strategies and techniques.

Q: How can salespeople build a connection with prospects without relying on small talk?

Small talk can be disliked by many prospects, as research shows. Instead, salespeople should use a primary bonding statement that connects their intention and goals with the prospect's. This establishes a professional relationship built on trust.

Q: How can the stacking formula be used in sales interactions?

The stacking formula involves listing benefits, burying the price in the middle, and then highlighting more benefits. This helps salespeople focus on value rather than price. In written proposals, the stacking formula can be used to ensure prospects read the entire proposal.

Summary & Key Takeaways

  • The guest, Jeb Brooks, is the Executive Vice President at the Brooks Group, a top sales and sales management training firm.

  • The podcast episode provides tips and tactics for sales professionals to improve their performance, with a focus on effective sales questions.

  • Brooks discusses the importance of building trust with prospects, using statements of intention and primary bonding statements, and the value of the stacking formula in sales interactions.

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