Chris is joined by Nathan Rager, Director of Sales at Interactive Workshops, as they dive into the core principles of sales questions, uncovering hidden complexities and discussing strategies for success in an ever-changing landscape.
Tune in to find out how a British Army planning methodology can become a powerful tool for navigating shifting scenarios and driving effective sales strategies. Learn valuable techniques for using different types of questions throughout sales conversation to maximise the value of your meetings.
As always, share and subscribe to be part of the Sparks network.
#SparkPodcast #salestips #salesenablement
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// Brought to you by Interactive Workshops
https://interactiveworkshops.com/podcast/
// See what we do best
www.interactiveworkshops.com
// Want to spark something with us?
sparks@interactiveworkshops.com
// Connect with us on LinkedIn
Chris Lissaman: linkedin.com/in/chrislissaman
Nathan Rager: linkedin.com/in/nathanrager
00:00 Coming up
01:42 Foundations of sales
02:27 Sales and questioning
04:02 Underneath the surface
05:25 Driven to understand
07:04 Ever changing sales
08:32 The Seven Questions
09:27 Has the situation changed?
11:44 Can we measure change?
12:27 The core types of sales questions
13:24 Open and closed questions
14:02 Probing questions
16:23 Leading questions
17:52 Hypothetical questions
19:37 Conditional questions
20:17 Should you stick to your questions?
23:27 Bad questions or just bad timing?
27:17 Unlocking information
28:43 The Key Question…
30:06 How we help
