9 Powerful Sales Discovery Questions (And 12 Essential Follow-ups)

How To Convince A Someone To Buy From You | Selling Made Simple: As a sales rep, it’s your job to convince the buyer that you’ve got the solution to their problems. But how exactly do you get a sales lead from the point of zero product awareness to enthusiastic buyer? Today we’re talking about perhaps the most found... by Selling Made Simple And Salesman Podcast

12 min listen

Sell Without Selling Out | Andy Paul - 1533: Many salespeople rely on assumptions about salespeople - think the cringe-inducing car salesman from movies. But while there’s truth in its origins, that description is no longer true to the modern salesperson. And while the modern salesperson... by The Sales Evangelist

50 min listen

Sell the Way You Buy with David Priemer - Episode 270: Do you cringe at the thought of selling your interior design services? David Priemer, the author of Sell the Way You Buy, is the founder and Chief Sales Scientist at Cerebral Selling, where he teaches business owners the art and science of selling. His w... by Designed by Wingnut Social | Interior Design Business

36 min listen

My 8-Step Process to Closing Your Next Deal | Cole Gordon - 1575: Closing your next sales deal can be as easy as eight steps! In today’s episode of The Sales Evangelist, Donald is joined by the founder and owner of Closers.io, Cole Gordon, to discuss his eight-step process to close every deal you have (or at least... by The Sales Evangelist

31 min listen

TSE 1226: The Accidental Seller Recap - "Three Things I Learned": The Accidental Seller Recap - "Three Things I Learned" For the past 8 weeks, we have been interviewing several successful “accidental sellers” and sharing their stories. We have come to know how they started in sales when it... by The Sales Evangelist

15 min listen

Episode 100: #100: Kristina Jaramillo of Personal ABM — Helping Buyers Learn to Buy Again: Kristina Jaramillo, President at Personal ABM, talks with Rob on this latest edition of the Sales Leadership Podcast about how to rebound from the Covid19 sales crisis and what it will take to teach buyers how to buy again. Selling used to be about meeting the needs of the customer by solving a problem, building a good business case versus the risk of not solving a specific problem. Now selling requires finding a way to solve the problem right now, and purchase decisions are made requiring many more people to come to an agreement on a solution that must solve a mission-critical problem. by Sales Leadership Podcast

53 min listen

Ep. 29 Selling Ideas: Every day you hear people say that they have a "million-dollar idea." Maybe you have thought that at some point too... But how can you tell when your idea really is a winner?There are plenty of bad ideas that come to us on a daily basis... So figuring... by Ask Altucher

10 min listen

#460 S2 Episode 329 - ROLLING IN THE DEEP: Dig Deeper To Discover Problems To Offer The Right Solutions: YOU HAVE TO FIND THE ANSWERS DEEP WITHIN Discovery calls are not just about educating our prospects on what we do and what we offer, it is also a chance for us to find out what problems they have and how we can offer solutions. Collin talks about the importance of digging deeper into these problems, and you can learn all these in this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io! TRANSFORMING MOMENTS Sellers need to get better at finding problems beyond the surface level Everybody's worst competitor is the status quo Think about other initiatives going in while doing the discovery “Support tickets are creating other problems that trickle down into multiple departments, and sel by Sales Transformation

5 min listen

TSE 1050: TSE Certified Sales Training Program - “Paint A Picture": If you paint a picture for your customers of where they are now versus where they want to go, you can help them make a buying decision. Show them how the positive change will happen, or what might happen if they don’t change. It will allow... by The Sales Evangelist

11 min listen

Selling Design Services - RD203: Design Selling 101 Newcomers to the freelance life often believe that the success of a graphic or web design business lives or dies with their design skills. This is partially true. After all, if you are not a good designer, you’re going to... by Resourceful Designer: Strategies for running a graphic design business

21 min listen

TSE 632: Stop Selling and Start Finding Problems: Still focused on trying to get a sale? Perhaps it’s about time to change that mindset and instead direct your attention to solving your customer’s problems. Today’s episode will help you do that. As Jeffrey Gitomer says, “People love to buy, by The Sales Evangelist

11 min listen

Ask Powerful Questions During Inbound Meetings Without Interrogating Your Prospects | David Goings - 1440: On today’s episode of The Sales Evangelist, we’re joined by David Goings, self-professed sales nerd and current SMB team lead at LogicGate. David believes in making an impact in the prospect’s sales journey. Sales, at its core, should... by The Sales Evangelist

28 min listen

Overcoming Objections With A Servant's Heart | Jim Doyle - 1547: The pushy salesperson is still the preemptive perception many people think of when they think of salespeople, but in today’s world, that image is no longer accurate. Instead, closing a sale is best accomplished by overcoming objections by selling... by The Sales Evangelist

24 min listen

322: Christopher Lochhead- Learn How to Be a Category King: As entrepreneurs we usually try to think of the next best product people will want. We come up with an idea, make it happen, and expect to see success. We know our products are better than anyone else’s on the market, and that’s all we need to be the by The Self-Employed Life

46 min listen

The Most Important Objection The Majority of Sellers Trigger & Cannot Handle | Chris Beall - 1630: In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Chris Beall to talk about the MOST important objection you’ll face as a seller and why sellers often can’t overcome it. Who is Chris Beall? Chris is the CEO of the... by The Sales Evangelist

33 min listen

355 – A New Selling Style for 2022 that Actually Works with Jeremy Miner by Gift Biz Unwrapped

54 min listen

If You Don't Want To Sell, Then Its Time To Close Your Business: How many times in the past month have you gone browsing for things you don't actually want to buy? Probably not many. The reality is when consumers go shopping they generally have a problem they need solving and though they may not know exactly what... by Bringing Business to Retail

24 min listen

TSE 1048: Sales Differentiation: Sales differentiation helps salespeople win more deals at the price point they want, and today Lee Salz talks about building a framework that will allow you to personalize your sales. Sales reps in every industry must differentiate themselves in... by The Sales Evangelist

30 min listen

TSE 1339: A Simple Exercise to Understand Your Customers' Values: A Simple Exercise to Understand Your Customers' Values Solving customer needs are core to any business. For your organization to achieve success, you need to understand what’s valuable to your customer. Let’s talk about that in this episode. ... by The Sales Evangelist

35 min listen

Boost Engagement Through Prospect-Centered Selling | David Smith - 1513: Selling can be a complicated process, especially when prospects have multiple objections to your solution. In today’s episode of The Sales Evangelist, Donald is joined by David Smith to discuss how he uses prospect-centered selling to overcome these... by The Sales Evangelist

27 min listen

TSE 1056: 5 Closing Mistakes That Prolong the Selling Cycle: Many small business owners and sales reps face challenges with closing, and there are five closing mistakes that will prolong your selling cycle. I met Chala Dincoy at the Eastern Minority Supplier Development Council ROAR Conference, and... by The Sales Evangelist

21 min listen

TSE 1034: Sales From The Street - "How Low Can You Go?": Salespeople often adopt a commodity selling mindset instead of a value-based mindset, which leaves them making less money than they could have made. They find themselves asking, “how low can you go?” Jonathan Dale works with RS&I, a nationwide... by The Sales Evangelist

20 min listen

TSE 1077: Which Type Of Customers Are The Best?: A sudden influx of new leads seems like a dream come true, but you often have to determine which type of customers are the best in order to assess whether it's really a good thing. If you haven't yet grabbed a copy of The Transparency Sale: How... by The Sales Evangelist

13 min listen

The Perfect Apology #520: The Perfect Apology #520 We all make mistakes, it's part of being human. The same is true in business. Companies screw up to the detriment of their customers. When this happens, it often falls on the sales professional to apologize, even if they had... by Sales Babble

7 min listen

#470 S2 Episode 339 - CAN’T STOP US: Shrugging Off Rejections, Picking The Right People, And Overcoming Disability: WHEN YOUR SO-CALLED “WEAKNESS” BECOMES YOUR STRENGTH, NOTHING CAN STOP YOU Matthew Provins is back with a rather inspirational episode. Matt talks about choosing the right people to approach rather than making your process just another numbers game, and what makes disabled and marginalized people stand out against an average salesperson. Tune in and learn to overcome your weakness in this latest episode of Sales Transformation. Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io! TRANSFORMING MOMENTS Getting beyond used to rejection Getting feedback from the people he called Find the right people instead of making it a numbers game Proving that the tech space is for anybody “Anybody that's come from a marginalize by Sales Transformation

7 min listen

#74: Be Curious in Discovery & Personalize the Sales Process: Buyers don’t give a shit about your product if you can’t solve their problem. Plain and simple. Buyers won’t care about your product if it doesn’t align with their top priority in the moment. Plain and simple. Stop assuming your buyers give a ?... by Winning the Challenger Sale

30 min listen

How to Handle Common Sales Objections and Close More Agency Business with Pamela Bruner | Ep #36: How to Overcome the Common Sales Objections In today’s episode, I chat with about the common sales objections owners and salespeople encounter when dealing with prospective clients. How to change the perception of sales. Sales get a bad rap. People... by Smart Agency Masterclass with Jason Swenk: Podcast for Digital Marketing Agencies

16 min listen

How to Get the Best Deal When Selling Your Agency: Thinking about selling your agency -- someday? Is a merger or acquisition a good fit? Whether you are hoping to move on to a new adventure or stay on as an employee, it's always important to make sure your agency is in a position to maximize a merger... by Smart Agency Masterclass with Jason Swenk: Podcast for Digital Marketing Agencies

34 min listen

Pricing Table Topics: 7 of Hearts – Value Propositions Are General, Selling Value Is Specific: This one is the 7 of Hearts from the Selling Value card deck. It is true, value propositions really are awesome. Marketing teams, companies, sit around to try to figure out, what's the value proposition of this product? And it turns out that we can... by Impact Pricing

2 min listen

James Muir on Closing the Sale – Episode #95: Closing the sale is arguably one of the most difficult and most misunderstood parts of the sales process. It’s true for many reasons, including missed steps prior to the close and wrong assumptions about whether or not the prospect is actually ready to... by In the Arena

36 min listen

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9 Powerful Sales Discovery Questions (And 12 Essential Follow-ups)

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